A kid yells! A crowd explodes in enthusiasm. A tear goes streaming! An uncontrollable urge from out of this world wakes up an inner spark, then manifests into an outward flailing of arms, jumping up and down, stomping kicking and screaming like a possessed daemon of excitement. The feeling is overwhelming!

I was lucky enough to make it to a college football game last weekend. About the second quarter, we scored the third touchdown of the game, putting us ahead by 6. It wouldn’t have been that big a deal except for the fact that I was at the college I went to 20+ years ago and I had been tailgating from Friday to Sunday with old friends and some new ones. It has been a while since I felt that feeling. Did I mention the coach for the opposing team was our former coach? Lots of history!!!

The first day or two in New Orleans I kept hearing an ad on the radio that asked: “How Deep does your Fan go?” I didn’t get it. I mean, I was a fan and all but, how deep does your fan go? The question was constantly rolling around in the pin-head that I have. (Ok, big head, little brain.)

Once I “got” it, I felt it all the way into my core! Incredible! I started really thinking at that moment.

I began to wonder how many people get that feeling when they make a sale. Does it set off a spark when the sale is made? When the pen is put to paper? When the first meeting turns your way? Or is when the prospect says, “I want to buy”? Does it happen for you when the check arrives, or when you get the PO? How about when the phone call turns into a meeting? Maybe for you it’s when you get introduced at the meeting and all eyes are on you?

What is it for you?

The first step is to pay attention to your own biochemical messaging! Keep a Loony Log. Ya know, what makes you crazy happy? Keep a Loony Log for two weeks and see what get’s you excited about the sale! Your Loony Log can be as simple as a new Word document or you can capture it in a spread sheet it if you’d like! Maybe you’ll purchase a journal from one of the major bookstore/coffee shop/retail/retreats to keep your record.

Whichever medium you choose, answer these questions every day without too much thought:

Today, I got excited about my selling career when _______________.
I’m excited for tomorrow because _______________.
I can’t wait for _______________to happen again.
The more I think about _______________, the more excited I get.

After two weeks, review all your answers and see if there are any patterns. See if you can uncover what gives you that spark.

What is it that ignites your passion for your career? How deep does your fan go?