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Monday, October 1, 2007
Privacy Policy
Thursday, July 26, 2007
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Take the Brakes Off
ACCORDING to my good friend Henry Young, noted health
director and head of the Roof Health Club on the top
floors of the McAlpin Hotel in New York, every man has a
busy day. Young says: "Here is what happened to you yes-
terday."
"Your heart beat 103,689 times. Your blood traveled 168,-
000 miles. You breathed 23,040 times. You inhaled 438 cubic
feet of air. You braced yourself with 3% pounds of food and
2%o pounds of liquid. You generated 450 tons of energy.
You exercised your leg and arm muscles over 1,000 times.
You moved 750 major muscles and exercised 7,000,000 brain
cells. You spoke 4,800 words (possibly twice this many if a
salesman)."
Learn from the Sermon on the Mount
With this great stretch of activity it is time to take the
brakes off. One of the best ways to do this at this time or
any time is to form a picture of something pleasant. One of
the greatest pictures in the world to help you do this is
found in the fifth chapter of Matthew, where Jesus begins
his great "Sermon on the Mount." Here we see Jesus con-
fident, loving, free from care, free from worry, free from
dread, and free from all other distressing problems. He is
in tune with God, at peace with the world, and in harmony
with all men. He is perfectly relaxed:
And seeing the multitudes, he went up into a mountain: and
when he was set, his disciples came unto him:
And he opened his mouth and taught them, saying,
Blessed are the poor in spirit: for theirs is the kingdom of
heaven.
Blessed are they that mourn: for they shall be comforted.
Blessed are the meek: for they shall inherit the earth.
Blessed are they which do hunger and thirst after righteous-
ness: for they shall be filled.
Blessed are the merciful: for they shall obtain mercy.
Blessed are the pure in heart: for they shall see God.
Blessed are the peacemakers: for they shall be called the chil-
dren of God.
Blessed are they which are persecuted for righteousness' sake:
for theirs is the kingdom of heaven.
Blessed are ye, when men shall revile you, and persecute you,
and shall say all manner of evil against you falsely, for my sake.
Rejoice, and be exceeding glad: for great is your reward in
heaven: for so persecuted they the prophets which were before
you.
These 143 words are known as the Beatitudes. They ex-
press one of the most invigorating and inspiring messages
ever written. It is a positive declaration of truth, based on
the wisdom of all times, directing you what to do; and, if
you do it, you will find yourself completely relaxed men-
tally and physically. You will also find your entire being
opening up to the inflow of God's universal consciousness
and power, which will revitalize and restore you with
health, zest, energy, and also a peace of mind that passes
all understanding. The precepts expressed in these Beati-
tudes have been a part of my life. They have been a source
of strength and endurance. I believe and feel them. I can
sincerely recommend the Beatitudes as a formula to help
you to relax.
How Letters Can Increase Your Sales
Always remember that your letter is your representative.
Therefore, dress it up. Make it neat in appearance. You cer-
tainly would not call on a prospect in dirty, sloppy, working
clothes, so why send a sloppy representative?
Use clean, fresh stationery. Try to eliminate blots, blurs,
and erasures. Make your letter as neat and dignified as pos-
sible.
As a salesman, you can acquire the art of writing a good
letter. You can become adept at visualizing thoughts and
ideas through the written word. In writing a letter, you
have all to gain and nothing to lose. There is absolutely no
need to get tense and rigid, and to think that you are pass-ing the Last Act of Congress. Just relax, be yourself, cut
loose, and try to be perfectly natural. Get rid of all rigid-
ness, tenseness, and formality. These retard your easy man-
ner so essential in writing a good, friendly letter. Try to
write as though the person to whom you are writing is sit-
ting right across from you. Writing good letters is a practical
means of helping you enlarge your power to sell. It will
broaden your influence. It is a means to arouse the curiosity
of the prospect and give you a chance to satisfy it with a
sale.
Shakespeare said: "Brevity is the soul of wit/' Brevity is
the best way I know of creating a favorable impression and
illiciting a favorable reply. So do not be dull and tell the
prospect everything in the letter. Just tell him enough to
keep him wondering until you can tell him all.
Thursday, July 19, 2007
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Monday, April 23, 2007
How to Make Your Effort Pay Off
Invested effort in selling is rewarded with success. "He
that loses his life shall find it." Therefore, harness your
forces, discipline your effort, measure your time, marshal
your energies, and concentrate your ability on selling. Lose
yourself in the needs and wants of the prospect. Make his
interests your cause, and do not worry about results. Before
you know it you will be cashing commission checks.
"Procrastination is the thief of time." Indecision and post-
ponement bring many delays and rob you of many valuable
sales. Are you bold? Are you determined? Are you really in
earnest? Take hold of yourself. Believe that you can sell and
you will have the power to sell. Courage has genius, power,
and magic in it. Once you begin to use the positive power
of creative selling you will have all the vim, vigor, vitality,
force, and power you need. You will get results. Your success
and progress will not only be fascinating and stimulating,
but they will be beyond your own comprehension. There-
fore, learn to be bold and courageous, but always remain
humble and know that every ounce of effort you invest in
selling will be justly rewarded and fully compensated.
The days ahead demand strong minds and understanding
hearts, fortified with unfailing integrity, enlivened with crea-
tive ability, sustained with great tenacity, buttressed with
courageous action, and embedded with true faith and with
ready hands.
As we travel along our way we take a lesson from an in-
scription written in letters of gold on one of the pillars of
the main court of the great Wanamaker Store in Philadel-
phia. It was written by John Wanamaker, the founder.
"Let those who follow me build with the plumb of Honor,
the level of Truth, and the square of Integrity, Education,
Courtesy, and Mutuality."
How Courage Gives You Power
However, you have your own row to hoe; you have your
own life to live, and you have your own sales procedure to
follow. You have your own living to make, and I hope some
of the ideas expressed in this book will help you. Be coura-
geous and put your creative power into action, and you can-
not fail to be successful. Courage, you know, is a spark from
heaven. It fills you with the faith to act, and this gives you
the dynamic power to perform and to go ahead.
Man does not know how good he is until he begins to use
his courage. Courage is that quality that enables you to
encounter any situation with firmness. It makes you daring
and bold. It fills you with valor and the dauntless spirit to
conquer all adversities, overcome all obstacles, surmount all
conditions, solve all problems, hurdle all hindrances, and
make you the master of your affairs. Courage will arouse
within you the very essence of creative power, and enable
you to make sales you never thought possible. You can in-
crease your sales production a hundredfold and keep our
economy prosperous and expanding. You can demonstrate
the power of creative selling as a vibrant reality
