possess standards for effort and achievement that surpass those set by their
peers and corporations.
These resilient individuals are not in the business of avoiding high goals
and standards and are, in fact, highly motivated by the idea of doing some-
thing better than everyone else does. They pay attention to both the big
things and the little things because they know “God is in the details,” and
these details often spell the difference between mediocrity and excellence.
In fact, the word excellenceis often heard when they talk about their goals
and business vision. They may have already outperformed their competi-
tion, but that fact does not cause any diffusion of energy, because they have
not yet realized their goal of true excellence in their operation.
Curiosity and the Desire to Grow
Cynical people typically advertise a worn, “been there, done that” am-
bience toward their work. On the other end of the emotional spectrum are
the curious with a “haven’t been there, would like to do that” approach to
life and work. They view learning as a lifelong process and see the connec-
tion between a desire to grow and life satisfaction. This desire to grow may
cause them to leave the company of partners or organizations that are
stuck and display no penchant for stretching and growth.
A memorable, inspiring moment in my life came on an airplane ride
home from Australia. I found myself engaged in a long conversation with
a man who, at the age of 77, was still teaching upper atmospheric physics
at a major university. I asked why he hadn’t retired, as was expected of a man
his age. His answer was brilliant.
“I have been studying upper atmospheric physics for just over 50 years,
just long enough to realize how much I don’t know. I haven’t quit because
I have so much left to learn about the upper atmosphere.”
“Doc,” I said, “that makes two of us.”
“Here was a man,” I thought to myself, “who possesses more motivation
at the age of 77 than most people 40 years his junior, and for one reason—
he is intrinsically motivated by a desire to grow and learn. His curiosity is
what keeps him young in spirit and mind and no doubt motivates him to
keep his body in its best possible working condition.”
An Attitude of Gratitude
Back in 2001, my friend Bobby Brooks was talking to me about all the
people he knew (himself included) who were being hit hard by the market
122 SELLING WITH EMOTIONAL INTELLIGENCE