If you can keep looking up and never look down, you'll have a better shot at achieving your goals. Enthusiasm is the priceless ingredient in every sale . . . I don't know how it works, but the client can see through you if you don't ooze enthusiasm. When you're happy and you're enthusiastic and you believe in what you're saying, the client believes in what you're saying too. If you can make a presentation and you're so convinced it's the right thing to do, it'll come through.
Enthusiasm builds courage.
I'm talking about the courage to do the right thing. Maybe doing the right thing means recommending a product that will be tougher to sell than some other product, but you know it's the right thing to do, so you do it. Well, when you have enthusiasm, you can have that courage, that integrity. You can do what you have to do. Act enthusiastic and you'll be enthusiastic.