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find some good reasons to like him.
On prospects
“Then, whenever my attention is focused on the prospect, I review the reasons why I like him. I build a likable image of the prospect before I say one word to him about insurance.
Just treat customers like guests in your home.
Give first-class treatment to your employees, and you get first-class cooperation, first-class output.
which person in the conversation does the most talking and which person is the more successful.
The person who does the most talking and the person who is the most successful are rarely the same person.
1. Conversation generosity wins friends.
Conversation generosity helps you learn more about people.
Conversation generosity is the easiest, simplest, and surest way there is to win a friend.
Don’t be a conversation hog. Listen, win friends, and learn.
how you think when you lose determines how long it will be until you win.
Make yourself lighter to lift. Be likable. Practice being the kind of person people like. This wins their support and puts fuel in your success-building program.
Take the initiative in building friendships. Introduce yourself to others at every opportunity. Make sure you get the other person’s name straight, and make certain he gets your name straight too. Drop a personal note to your new friends you want to get to know better.
Don’t blame others when you receive a setback. Remember, how you think when you lose determines how long it will be until you win.
Every big job—whether it be operating a business, high-level selling, in science, the military, or the government—requires a man who thinks action.
Excellent ideas are not enough. An only fair idea acted upon, and developed, is 100 percent better than a terrific idea that dies because it isn’t followed up.
“Nothing comes merely by thinking about it.”
Everything we have in this world, from satellites to skyscrapers to baby food, is just an idea acted upon.
The test of a successful person is not an ability to eliminate all problems before they arise, but to meet and work out difficulties when they do arise.
Here are two things to do to help you avoid the costly mistake of waiting until conditions are perfect before you act:
Expect future obstacles and difficulties. Every venture presents risks, problems, and uncertainties.
Put these two thoughts deep in your mind. First, give your ideas value by acting on them. Regardless of how good the idea, unless you do something with it, you gain nothing.
Someone once said that the saddest words of tongue or pen are these: it might have been.
Use action to cure fear and gain confidence. Here’s something to remember. Action feeds and strengthens confidence; inaction in all forms feeds fear. To fight fear, act. To increase fear—wait, put off, postpone.
The way to combat that kind of fear—yes, any kind of fear—yes, any kind of fear—is action.
use a ‘mind force’ technique,” he began. “I’ve got deadlines to meet, and I can’t wait for my spirit to move me. I’ve got to move my spirit.
Action must precede action. That’s a law of nature.
Nothing starts itself, not even the dozens of mechanical gadgets we use daily.
The point is clear. People who get things done in this world don’t wait for the spirit to move them; they move the spirit.
Do this today: Pick the one thing you like to do least. Then, without letting yourself deliberate on or dread the task, do it. That’s the most efficient way to handle chores.
Next, use the mechanical way to create ideas, map out plans, solve problems, and do other work that requires top mental performance. Rather than wait for the spirit to move you, sit down and move your spirit.
Now is the magic word of success.
The ad also said it’s easier to spend what’s left over after savings than it is to save what’s left over after spending.
Remember, thinking in terms of now gets things accomplished. But thinking in terms of someday or sometime usually means failure.
Tell yourself, “I’m in condition right now to begin.
Be a crusader. When you see something that you believe ought to be done, pick up the ball and run.
And you can bank on this: while crusades may start out as one-man crusades, if the idea behind the enterprise is good, soon you’ll have lots of support. Be an activationist and crusade.
Be an activationist. Be someone who does things. Be a doer, not a don’t-er.
Don’t wait until conditions are perfect. They never will be. Expect future obstacles and difficulties and solve them as they arise.
Remember, ideas alone won’t bring success. Ideas have value only wh...
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Use action to cure fear and gain confidence. Do what you fear, and fear disappears. Just try it and see.
Start your mental engine mechanically. Don’t wait for the spirit to move you. Take action, dig in, and you move the spirit.
Think in terms of now. Tomorrow, next week, later, and similar words often are synonymous with the failure word, never. Be an “I’...
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Get down to business—pronto. Don’t waste time getting ready to act. ...
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Seize the initiative. Be a crusader. Pick up the ball and run. Be a volunteer. Show that you have th...
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Get in gear ...
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all it took was a persistent man who never thought he was defeated.
“No, it’s not taking something out of me; it’s putting something into me instead.”
salvage something from every setback.
It helps you to build the personal strength and efficiency needed for success. Blaming others is destructive. You gain absolutely nothing from “proving” that someone else is wrong.
