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Walls and barriers of sales resistance are built by tense thoughts and rigid feelings, which fill you with apprehension and make you dread action. They separate you from the prospect and deprive you of the opportunity to serve. When you find yourself in this condition, repeat one of the Beat- itudes, take a couple of deep breaths, and relax. You will find that tension disappears. Any tenseness or rigidness in your sales manner is detected immediately by the prospect and reflects against you. They give the prospect the impression that you are not demon- strating the positive power of creative selling. They create a sense of doubt and uncertainty. They make the prospect feel that you are more interested in your own welfare than his. By approaching the prospect in a state of relaxation, you "click"; mutual understanding is established, and a spirit of confidence prevails. You speak with freedom and sincerity, and what you say impresses the prospect. By disciplining your thoughts and by training yourself to relax, you will find that you have more capacity to do, more ability to demonstrate, and more energy to act. It will take all the stubbornness, tenseness, and rigidness out of your thoughts. It will unleash all the creative forces within you. It will enable you to make a complete and perfect demon- stration of the power of creative selling. You will plant more constructive ideas, and you will reap a more abundant crop. TWENTY-THREE |
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