“Be sure that you are thinking and talking about the things you want rather than the things you don’t want.” Brian Tracy from Eat That Frog.
Once I began using the phrase, “I am a great salesman,” as Tracy and others suggest, I became a pretty good salesman. Repeating “I am a great salesman” over and over amused me so much that by the time I arrived for the presentation, I was laughing. And if you can make people laugh, they buy. Soon, just saying “I am a great salesman” a few times would immediately make me believe it. I became a great salesman.
I started training my people to say it, too, and most were skeptical. But the ones who tried it, their sales improved. One woman started the month out well, her first big month. She was delighted – by day 10 she had nearly doubled her previous best. But about day 15, she began to worry. “I’m having such a good month,” she would say, “what if I don’t repeat it next month?” She continued to sell, but constantly worried about next month. She didn’t want everyone to think her month was a fluke. “I don’t want to fail next month,” she kept saying. “I don’t want to fail next month.”
Guess what? She failed next month. Of course. She talked herself into failing with persistent thoughts of the one thing she didn’t want.
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