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What was the first word your mother and father taught you?
The word no, wasn’t it?
And how did they teach you the meaning of no? By inflicting pain on your bottom. Why did our parents do that to us? Was it because they didn’t like us, or because they loved us?
They loved us, of course. And [...]

Do you know how many people are walking around looking for a place to plug it back in? Think about that. If you can’t handle the fear of insecurity by giving security up, if you can’t overcome the possibility that they might reject you when you go for a close, if you can’t cope with [...]

This is true of all changes. Once you’ve done it, the pain is forgotten. A perfect example is the young woman giving birth for the first time. Quite often, while that’s happening, she’s making a firm commitment: NEVER AGAIN. And then the beautiful baby, who is the creation of her and her husband’s love, is [...]

My purpose isn’t to ask you to change, it’s to ask you to be happy. If you’re unhappy, put up with the temporary pain that’s involved in changing. However, if you won’t put up with the necessary pain of change then just stay happy. Or, if you can’t do that because your happiness is slipping [...]

The third de-motivator is self-doubt. This one holds special interest for
all of us in sales. Before you entered this field, you probably mentioned that
you might to your friends and relatives. Then what did you hear?
“Selling? You’re thinking about selling? For a living? Know what that means? Fast or famine. Chicken dinner one night, feathers the [...]

The sixth motivator is self-acceptance. I hope you get this one because you can’t realize your fullest potential without this achievement.
We all hunger for it. Self-acceptance is calcium for the bones of our personalities. Many of us keep those bones weak by making our self- acceptance dependent on the approval of others. Weak bones make [...]

one.
Do you know how many people strive every day to be accepted by everyone else? With many people, including many in sales, that’s their greatest motivation—and their greatest weakness. But we all want to be liked, don’t we?
Now here’s an interesting thing that happens to every new salesperson regardless of the product or service. When [...]