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Most salesmen are temperamental, and a rebuff in the morning has a tendency to retard their efficiency for the whole day. Therefore, take a tip from the athlete who warms up gradually. He always takes it very calm and easy until he is thoroughly warmed up. It will pay you to follow his example. On your calling list of prospects there are always a few who are easy to approach, and if you begin the day by calling on these, they will put you in a good attitude, warm you up, and prepare you for those tough ones later on in the day. A good beginning bolsters your courage and buoys your strength. Your strength is in proportion to your courage. You are able to work in a state of relaxation and freedom. Personal efficiency and mental alertness in selling are de- pendent on physical fitness. Your physical fitness is largely determined by your ability to relax. You are at your best physically and mentally when you are relaxed. In your sell- ing procedure you find you are getting things done. You are making the right decisions. You are exercising the right judg- TAKE THE BRAKES OFF 197 ment. Everything seems to work with rhythm, and you ap- parently are getting the job done with no effort. You will always find that, if you warm up for your toughest prospects, when you get before them your task of selling will be com- paratively easy. Do the easy ones first—the tough ones will take care of themselves. When you follow these suggestions, you will find at the end of the day that you are quite well pleased with your efforts. You feel free to spend the evening enjoying yourself with your family and engaging in social activities or any other exercises you may desire. In following out a little pat- tern of this nature you will create order in your life, and order is the first law of Heaven. Under this order you will live in harmony, unity, and happiness because you are living according to rhythm. Therefore, the law of relaxation is one of the greatest natural laws. This law simply tells you to loosen up, to take it easy, to relieve the tension, to relax and let go. It tells you to take the brakes off, to open up and let the forces of nature flow into your body. These forces will restore, recuperate, revitalize, and rehabilitate you. These forces cannot enter into your body when it is rigid and tense; they come only when you cease trying or straining. Another thing to help you to relax is indifference to poor results. Your lot or portion in life is seeking you, therefore be at rest from seeking it. What is the wisdom of fretting, worrying, hurrying, fuming, and fussing? Millions of people for thousands of years have been using this old world for a place in which to live. History tells us that they have all been fed, nourished, and sustained. Science tells us that the people who have lived on the earth have not used up a thing. We have more today than we have ever had. Therefore, the only thing to do is to do your job well and trust in that in- exorable Law of Compensation, which never fails to pay a reward for honest effort. 198 TAKE THE BRAKES OFF |
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