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THE GREATEST SALES TRAINING IN
THE WORLD
BY: ROBERT NELSON
SUCCESS HABITS
1.
STARTING FRESH
 Start Fresh
 Realize that some old habits don’t take YOU in the direction YOU want
 Identify and acknowledge YOUR negative habits
CHOOSE AN OPPORTUNITY OR
DESPAIR
 Regardless of the situation, the response determines the
ultimate outcome
 Optimism enables YOU to create the outcome YOU desire
 Most people are endowed at birth with enough wit and common sense to
achieve a certain level of success
 Acquiring tools to deal with challenges, guarantees success
WORK WITH WHAT YOU HAVE
DIFFERENCE BETWEEN SUCCESS AND FAILURE
 Successful people habitually do things that lead to success while
failures do not
 Observe the habits of successful people
 Then develop those habits as a standard part of YOUR daily life
SUBSTITUTING VS. OMITTING
HABITS
 Only a habit can subdue another habit
 Believe that YOU will stop being late for meetings
and you will actually start being early!
COMMITMENT TO BUILD DAILY
 The integrity of YOUR words to yourself is sacred
 Stick with the job till YOU complete it
 Develop a habit of committing to YOUR work, daily
BECOMING A NEW PERSON
 Walk tall amongst men
 Become a new person, believe that YOU are a new man with a new life
 Though YOU may encounter obstacles in the new life, but do not let it
deter YOU from working
LOVE
2.
PEOPLE’S SKILL
 Love is the first of nine principles of success
 YOU must have love for your profession
 Sales is a people centered business hence effective people skills are the
most important tools for a sales person
LOVE – OFFENSIVE WEAPON
 Love is the most effective weapon for conquering opposition
 The aim of every sales encounter should be to gain cooperation from the
prospect not destroy the sales opportunity
THE CONSUMER DEFENSE SYSTEM
 Don’t take prospect’s excuses personally; its just
an instinctive reaction
 Once these same prospects begin to sense
YOUR genuine concern all their defenses will
start to come down
THE ART OF SPOTTING HIDDEN BENEFITS
 From carefully analyzing over 500 of the most successful people of their
time it is discovered that one of the thing which was common in all was
relentless optimism
 Words have the power to sooth or to irritate
 Whenever YOU use praise to highlight the good
qualities in most people
 People love hearing praise
PERSUASIVE POWER OF
PRAISE
 Approaching the people YOU meet with an attitude of love will allow YOU
to disarm their defenses and make a positive first impression
THE CONFRONTATIONAL ATTITUDES
A PRACTICAL EXERCISE
 To become a successful
salesperson YOU must first be
sold on what YOU are selling
 Love what YOU do
 Be convinced that YOUR
product is of great value
to the people
PERSISTENCE
3.
Sales motivation
IMPORTANCE OF
PERSISTENCE
 If YOU continue to try, YOU will succeed.
 Never consider defeat.
 YOU will persist. YOU will win.
 No great achievement has ever been attained without persistence.
Persistence is an indispensable quality of a good salesperson.
WORDS OF FOOLS
Remove from YOUR vocabulary the following
words and phrases:
 Quit
 Cannot
 Unable
 Impossible
 Out of the question
 Failure
 Unworkable
 Hopeless
 Keep YOUR eyes on the goal
 Each failure to sell will increase YOUR chance for success at the next
attempt.
 Each obstacle YOU will consider as a challenge to YOUR profession.
Sales motivation
 YOU will learn and apply another secret of those who excel in YOUR work.
 Never will YOU allow any day to end with a failure.
IGNORE REJECTION
 Rejection is a natural by product in the sales profession.
 Don’t get offended if someone declines YOUR offer.
 Think of a new way to present YOUR offer so that it is more appealing.
TEST OF BRAVERY
 Every day YOU are confronted with challenges
 Each challenge is a test of YOUR bravery.
 Passing the test promotes YOU to the next level of achievement and even more
difficult challenges.
 If YOU fail the test, repeat the lesson until YOU get it right.
ACCEPTING
CHALLENGES
 Accept the fact that YOU will be
tested
 Confront the tests bravely; YOU
will eventually pass.
 Avoiding the challenges will not
make them go away.
BE THE LION NOT A LAMB
 A lion is the most self sufficient animal,
while the sheep is the most helpless
 YOU must possess a fierce initiative to make
things happen
 Be proactive, like the lion
 Take care of things yourself and just do it!
THE SECRET OF SALES SUCCESS
 A successful sales man always tries one more time
 Do not walk away if a prospect has said the very first ‘NO’
 Try again, or try a new prospect tomorrow
THE DARK SIDE OF SUCCESS
 The world does not stand still, hence requires continuous progress
 Strive constantly rather than living as a yesterday’s have been
 Expand your dreams
 Instantaneous efforts seldom produce long term benefits
 Permanent results come from lasting efforts
 Just like the hands of the clock, each movement is barely noticeable, but
consistency yields lasting results
SELF ESTEEM
4.
YOU ARE UNIQUE!
 YOU are nature’s greatest miracle.
 YOUR uniqueness is of tremendous
value.
 None that came before, none that live
today, and none that come tomorrow
can walk and talk and move and think
exactly like YOU.
 Elevate YOUR self esteem.
 Enhance YOUR ability to unleash YOUR
true potential.
 When YOU begin to think highly of
yourself, others will value YOU highly as
well.
YOU ARE UNIQUE!
YOU ARE DIVERSE!
 Highlight YOUR differences; they are what set YOU apart.
 Apply this principle to the goods YOU sell.
 No one has the ability to sell exactly like YOU.
 Be proud of the difference
 Identify the distinguishing features of YOUR product.
 Uniqueness alone can be a sufficient reason for people to buy from YOU.
YOU ARE COMPETENT!
 YOU are better equipped in both mind and body.
 YOU can accomplish far more than YOU have.
YOU HAVE UNTAPPED POTENTIAL!
 YOU have unlimited potential.
 Discover new ways to unlock this unlimited potential.
 YOU have the ability to solve problems that YOU have not
yet encountered.
 Increase YOUR own capacity to perform.
YOU ARE A WINNER!
 YOU will win, and YOU will become a great salesman, for YOU are unique.
 The self YOU display openly before the world is what determines how
the world responds to YOU.
YOU ARE EQUIPPED WITH THE PRODUCT
KNOWLEDGE
 Develop sufficient product knowledge.
 Enables YOU to have greater confidence in
making the sales presentation.
 YOUR confidence and ability to answer
prospects’ questions effectively will help
them to trust YOU and rely on YOUR
insight.
 They will be more receptive to any
comments or suggestions YOU make.
YOU ARE A MASTER OF WORDS!
 Words are to the salesperson what an instrument is to the musician.
 Practice, improve and polish the words YOU utter to sell YOUR goods.
 Deliver with excellence.
Are you putting your prospect to sleep?
 In order to master the sales process, YOU must learn to master the sales
presentation.
 Keep in mind that telling is not selling.
 Selling requires YOU to ask carefully designed questions just like a skilled
lawyer.
 YOU must know the answers before YOU ask the questions.
 YOU must be able to anticipate YOUR prospect’s responses.
 Practice YOUR presentation over and over again.
Selling Skills
You should be able to sell sands to the Arabs …
YOU CAN SEE AN OPPORTUNITY IN
ALL OPPOSITIONS
 All the problems and discouragements
are great opportunities in disguise.
 Opposition is the fertilizer of growth.
 It causes us to expand our abilities.
 Look at the opposition in a way that
will enable YOU to uncover the benefit
it contains.
TIME
V.
 Fulfill the duties of today, today!
 Instead of to-do-lists, make habits
 Enjoy each day as if it’s the last,
Work each day, as if it’s the last.
 Anxiety is a sickness crippling daily productivity.
LIVE IN THE PRESENT
PERSPECTIVE ON YESTERDAY
 Past should be reviewed just as the car’s rear view mirror
 Too much emphasis on the past (rear view) will most likely result in accidents
TREASURING THE PRESENT
 Treat present like ‘a present’
 Greet each day with a positive attitude
 “Look to this day, for tomorrow is only a vision and yesterday is already a dream. But if
we look well to this day, we can make every tomorrow a vision of hope, and every
yesterday a dream of happiness.”
Avoid the killers of time;
 Procrastination
 Doubt
 Fear
 Regrets
 Worries
BATTLING TIME KILLERS
THE APPRECIATED VALUE OF
TODAY
 Do one extra thing a day
 Growth is a universal pattern
 Appreciate the value of time
EMOTIONS
VI.
YOU are the master of YOUR emotions.
 If YOU bring gloom and pessimism to YOUR customers, they will react with gloom
and darkness.
 If YOU bring joy, enthusiasm, laughter and brightness to YOUR customers, they will
react in the same way.
UNDERSTAND YOUR EMOTIONS
 Understand YOUR emotions first before understanding YOUR customers’
emotions.
 Negative emotions = No business
 Recall YOUR failures when YOU become overconfident.
 Remember YOUR moments of shame when YOU enjoy moments of greatness.
Become The Greatest Salesman in the World by controlling
YOUR emotions.
THOUGHT CONTROL
 Never permit YOUR thoughts to control YOUR actions.
 Always use YOUR actions to control YOUR thoughts.
 Never lose hope and control of yourself.
TOLERANCE FOR MOODY PEOPLE
 Do not get offended by moody and irritable people.
 This will only cause YOU to lose YOUR patience, YOUR
temper and ultimately the sale.
 Be understanding, patient and try to set a positive
emotional tone.
IMMUNITY TO REJECTION
 Do not take offense to rejection because it is a clear sign of personal insecurity.
 Address all the objections and leave the customer with the positive impression.
 Do not be afraid to cal again a person who at one time was not too receptive.
Action = Reaction
If Reaction = Action, try a different action
Sales motivation
HUMOR
VII.
 Believe that: this too shall pass
 Enjoy today’s happiness, today!
 Happiness leads to success
LAUGHTER EFFECTS PHYSICAL CONDITIONS
 A good sense of humor frees from stress and anxiety
 Positive energy and enthusiasm are a vital part of sales process, which
comes through Humor
 Laughter: The best Medicine
 Helps maintain the most important relationship: the one
with YOU
 People love happy people
 Laughter is contagious
THE ABILITY TO LAUGH AT YOURSELF
LAUGHING IN THE FACE
OF ADVERSITY
 Laughter removes adversity’s power
to intimidate others
 Laughter can be the best revenge;
a smile can turn the world around
 Laughter brings in Positivity
EXCHANGING SMILES FOR GOLD
 Happiness given is a precious gift
 People can detect insincerity
 Always be genuine in YOUR transactions
VIII.
PROGRESS
GOAL SETTING
 Goal setting is the most powerful personal achievement tool.
 Set goals for the day, the week, the month and the year.
 Set time limits for achieving the goals.
 Never aim for too low.
 Tomorrow YOU will climb higher than today.
DO’s
 Always raise YOUR goals as soon as they are attained.
 Always strive to make the next hour better than this one.
 Always remember that YOU will rise when YOU stumble.
DON’Ts
 Do not brag about YOUR accomplishments.
 Do not be afraid when YOU fail to achieve YOUR goals.
 Do not be afraid to declare what YOU want for YOUR future.
 Do not wait for the opportunity; create the opportunity.
 Strive to surpass YOUR own achievements.
 Develop an attitude of self satisfaction, self confidence and high self esteem.
 For gauging YOUR progress, use YOUR past achievements as the starting point.
ACTION
IX.
 The actions chosen make dreams a reality (Beware: that’s for nightmares
too!!)
 Act NOW
CAUSE OF PROCRASTINATION
 Conquer fear; know the source of YOUR fears
 Conquer YOUR thoughts
 Turn undesirable thoughts into desirable ones
CONQUERING THE BUTTERFLIES
 Develop YOUR potential to benefit others = increase YOUR value
 Turn the image around in YOUR mind
 Visualize positive outcomes
DEVELOP THE ACTION HABIT
 Trigger YOUR subconscious repeatedly
 Repeat to yourself: I will act NOW!!!
 Don’t analyze, just act: the action will become
second nature to YOU ultimately
HUNGER MOTIVATES YOU TO ACT
 Success comes to those who thoroughly want it
 Success comes if its importance is felt
 Develop hunger for success, thirst for happiness and
peace of mind
PRAYER
X.
Seek guidance, learn rather than achieve results
THE INSTINCTIVE KNOWLEDGE OF GOD
 Listen to YOUR inner voice
 God is a subconscious awareness
 Prayer: an intensely earnest request
SEIZE THE OPPORTUNITY
 ‘Opportunity’ is in the eye of the beholder
 Positive perception
 Spot opportunities as soon as they pop up
Sales motivation
PRAY TO FIND THE PATH TO SUCCESS
 Accept failures as temporary (and success too!)
 Slow and steady…
Sales motivation

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Sales motivation

  • 1. THE GREATEST SALES TRAINING IN THE WORLD BY: ROBERT NELSON
  • 3. STARTING FRESH  Start Fresh  Realize that some old habits don’t take YOU in the direction YOU want  Identify and acknowledge YOUR negative habits
  • 4. CHOOSE AN OPPORTUNITY OR DESPAIR  Regardless of the situation, the response determines the ultimate outcome  Optimism enables YOU to create the outcome YOU desire
  • 5.  Most people are endowed at birth with enough wit and common sense to achieve a certain level of success  Acquiring tools to deal with challenges, guarantees success WORK WITH WHAT YOU HAVE
  • 6. DIFFERENCE BETWEEN SUCCESS AND FAILURE  Successful people habitually do things that lead to success while failures do not  Observe the habits of successful people  Then develop those habits as a standard part of YOUR daily life
  • 7. SUBSTITUTING VS. OMITTING HABITS  Only a habit can subdue another habit  Believe that YOU will stop being late for meetings and you will actually start being early!
  • 8. COMMITMENT TO BUILD DAILY  The integrity of YOUR words to yourself is sacred  Stick with the job till YOU complete it  Develop a habit of committing to YOUR work, daily
  • 9. BECOMING A NEW PERSON  Walk tall amongst men  Become a new person, believe that YOU are a new man with a new life  Though YOU may encounter obstacles in the new life, but do not let it deter YOU from working
  • 11. PEOPLE’S SKILL  Love is the first of nine principles of success  YOU must have love for your profession  Sales is a people centered business hence effective people skills are the most important tools for a sales person
  • 12. LOVE – OFFENSIVE WEAPON  Love is the most effective weapon for conquering opposition  The aim of every sales encounter should be to gain cooperation from the prospect not destroy the sales opportunity
  • 13. THE CONSUMER DEFENSE SYSTEM  Don’t take prospect’s excuses personally; its just an instinctive reaction  Once these same prospects begin to sense YOUR genuine concern all their defenses will start to come down
  • 14. THE ART OF SPOTTING HIDDEN BENEFITS  From carefully analyzing over 500 of the most successful people of their time it is discovered that one of the thing which was common in all was relentless optimism
  • 15.  Words have the power to sooth or to irritate  Whenever YOU use praise to highlight the good qualities in most people  People love hearing praise PERSUASIVE POWER OF PRAISE
  • 16.  Approaching the people YOU meet with an attitude of love will allow YOU to disarm their defenses and make a positive first impression THE CONFRONTATIONAL ATTITUDES
  • 17. A PRACTICAL EXERCISE  To become a successful salesperson YOU must first be sold on what YOU are selling  Love what YOU do  Be convinced that YOUR product is of great value to the people
  • 20. IMPORTANCE OF PERSISTENCE  If YOU continue to try, YOU will succeed.  Never consider defeat.  YOU will persist. YOU will win.  No great achievement has ever been attained without persistence. Persistence is an indispensable quality of a good salesperson.
  • 21. WORDS OF FOOLS Remove from YOUR vocabulary the following words and phrases:  Quit  Cannot  Unable  Impossible  Out of the question  Failure  Unworkable  Hopeless
  • 22.  Keep YOUR eyes on the goal  Each failure to sell will increase YOUR chance for success at the next attempt.  Each obstacle YOU will consider as a challenge to YOUR profession.
  • 24.  YOU will learn and apply another secret of those who excel in YOUR work.  Never will YOU allow any day to end with a failure.
  • 25. IGNORE REJECTION  Rejection is a natural by product in the sales profession.  Don’t get offended if someone declines YOUR offer.  Think of a new way to present YOUR offer so that it is more appealing.
  • 26. TEST OF BRAVERY  Every day YOU are confronted with challenges  Each challenge is a test of YOUR bravery.  Passing the test promotes YOU to the next level of achievement and even more difficult challenges.  If YOU fail the test, repeat the lesson until YOU get it right.
  • 27. ACCEPTING CHALLENGES  Accept the fact that YOU will be tested  Confront the tests bravely; YOU will eventually pass.  Avoiding the challenges will not make them go away.
  • 28. BE THE LION NOT A LAMB  A lion is the most self sufficient animal, while the sheep is the most helpless  YOU must possess a fierce initiative to make things happen  Be proactive, like the lion  Take care of things yourself and just do it!
  • 29. THE SECRET OF SALES SUCCESS  A successful sales man always tries one more time  Do not walk away if a prospect has said the very first ‘NO’  Try again, or try a new prospect tomorrow
  • 30. THE DARK SIDE OF SUCCESS  The world does not stand still, hence requires continuous progress  Strive constantly rather than living as a yesterday’s have been  Expand your dreams  Instantaneous efforts seldom produce long term benefits  Permanent results come from lasting efforts  Just like the hands of the clock, each movement is barely noticeable, but consistency yields lasting results
  • 32. YOU ARE UNIQUE!  YOU are nature’s greatest miracle.  YOUR uniqueness is of tremendous value.  None that came before, none that live today, and none that come tomorrow can walk and talk and move and think exactly like YOU.
  • 33.  Elevate YOUR self esteem.  Enhance YOUR ability to unleash YOUR true potential.  When YOU begin to think highly of yourself, others will value YOU highly as well. YOU ARE UNIQUE!
  • 34. YOU ARE DIVERSE!  Highlight YOUR differences; they are what set YOU apart.  Apply this principle to the goods YOU sell.  No one has the ability to sell exactly like YOU.  Be proud of the difference  Identify the distinguishing features of YOUR product.  Uniqueness alone can be a sufficient reason for people to buy from YOU.
  • 35. YOU ARE COMPETENT!  YOU are better equipped in both mind and body.  YOU can accomplish far more than YOU have.
  • 36. YOU HAVE UNTAPPED POTENTIAL!  YOU have unlimited potential.  Discover new ways to unlock this unlimited potential.  YOU have the ability to solve problems that YOU have not yet encountered.  Increase YOUR own capacity to perform.
  • 37. YOU ARE A WINNER!  YOU will win, and YOU will become a great salesman, for YOU are unique.  The self YOU display openly before the world is what determines how the world responds to YOU.
  • 38. YOU ARE EQUIPPED WITH THE PRODUCT KNOWLEDGE  Develop sufficient product knowledge.  Enables YOU to have greater confidence in making the sales presentation.  YOUR confidence and ability to answer prospects’ questions effectively will help them to trust YOU and rely on YOUR insight.  They will be more receptive to any comments or suggestions YOU make.
  • 39. YOU ARE A MASTER OF WORDS!  Words are to the salesperson what an instrument is to the musician.  Practice, improve and polish the words YOU utter to sell YOUR goods.  Deliver with excellence.
  • 40. Are you putting your prospect to sleep?
  • 41.  In order to master the sales process, YOU must learn to master the sales presentation.  Keep in mind that telling is not selling.  Selling requires YOU to ask carefully designed questions just like a skilled lawyer.  YOU must know the answers before YOU ask the questions.  YOU must be able to anticipate YOUR prospect’s responses.  Practice YOUR presentation over and over again. Selling Skills You should be able to sell sands to the Arabs …
  • 42. YOU CAN SEE AN OPPORTUNITY IN ALL OPPOSITIONS  All the problems and discouragements are great opportunities in disguise.  Opposition is the fertilizer of growth.  It causes us to expand our abilities.  Look at the opposition in a way that will enable YOU to uncover the benefit it contains.
  • 44.  Fulfill the duties of today, today!  Instead of to-do-lists, make habits
  • 45.  Enjoy each day as if it’s the last, Work each day, as if it’s the last.  Anxiety is a sickness crippling daily productivity. LIVE IN THE PRESENT
  • 46. PERSPECTIVE ON YESTERDAY  Past should be reviewed just as the car’s rear view mirror  Too much emphasis on the past (rear view) will most likely result in accidents
  • 47. TREASURING THE PRESENT  Treat present like ‘a present’  Greet each day with a positive attitude  “Look to this day, for tomorrow is only a vision and yesterday is already a dream. But if we look well to this day, we can make every tomorrow a vision of hope, and every yesterday a dream of happiness.”
  • 48. Avoid the killers of time;  Procrastination  Doubt  Fear  Regrets  Worries BATTLING TIME KILLERS
  • 49. THE APPRECIATED VALUE OF TODAY  Do one extra thing a day  Growth is a universal pattern  Appreciate the value of time
  • 51. YOU are the master of YOUR emotions.
  • 52.  If YOU bring gloom and pessimism to YOUR customers, they will react with gloom and darkness.  If YOU bring joy, enthusiasm, laughter and brightness to YOUR customers, they will react in the same way.
  • 53. UNDERSTAND YOUR EMOTIONS  Understand YOUR emotions first before understanding YOUR customers’ emotions.  Negative emotions = No business  Recall YOUR failures when YOU become overconfident.  Remember YOUR moments of shame when YOU enjoy moments of greatness.
  • 54. Become The Greatest Salesman in the World by controlling YOUR emotions.
  • 55. THOUGHT CONTROL  Never permit YOUR thoughts to control YOUR actions.  Always use YOUR actions to control YOUR thoughts.  Never lose hope and control of yourself.
  • 56. TOLERANCE FOR MOODY PEOPLE  Do not get offended by moody and irritable people.  This will only cause YOU to lose YOUR patience, YOUR temper and ultimately the sale.  Be understanding, patient and try to set a positive emotional tone.
  • 57. IMMUNITY TO REJECTION  Do not take offense to rejection because it is a clear sign of personal insecurity.  Address all the objections and leave the customer with the positive impression.  Do not be afraid to cal again a person who at one time was not too receptive.
  • 58. Action = Reaction If Reaction = Action, try a different action
  • 61.  Believe that: this too shall pass  Enjoy today’s happiness, today!  Happiness leads to success
  • 62. LAUGHTER EFFECTS PHYSICAL CONDITIONS  A good sense of humor frees from stress and anxiety  Positive energy and enthusiasm are a vital part of sales process, which comes through Humor
  • 63.  Laughter: The best Medicine  Helps maintain the most important relationship: the one with YOU  People love happy people  Laughter is contagious THE ABILITY TO LAUGH AT YOURSELF
  • 64. LAUGHING IN THE FACE OF ADVERSITY  Laughter removes adversity’s power to intimidate others  Laughter can be the best revenge; a smile can turn the world around  Laughter brings in Positivity
  • 65. EXCHANGING SMILES FOR GOLD  Happiness given is a precious gift  People can detect insincerity  Always be genuine in YOUR transactions
  • 67. GOAL SETTING  Goal setting is the most powerful personal achievement tool.  Set goals for the day, the week, the month and the year.  Set time limits for achieving the goals.
  • 68.  Never aim for too low.  Tomorrow YOU will climb higher than today.
  • 69. DO’s  Always raise YOUR goals as soon as they are attained.  Always strive to make the next hour better than this one.  Always remember that YOU will rise when YOU stumble.
  • 70. DON’Ts  Do not brag about YOUR accomplishments.  Do not be afraid when YOU fail to achieve YOUR goals.  Do not be afraid to declare what YOU want for YOUR future.  Do not wait for the opportunity; create the opportunity.
  • 71.  Strive to surpass YOUR own achievements.  Develop an attitude of self satisfaction, self confidence and high self esteem.  For gauging YOUR progress, use YOUR past achievements as the starting point.
  • 73.  The actions chosen make dreams a reality (Beware: that’s for nightmares too!!)  Act NOW
  • 74. CAUSE OF PROCRASTINATION  Conquer fear; know the source of YOUR fears  Conquer YOUR thoughts  Turn undesirable thoughts into desirable ones
  • 75. CONQUERING THE BUTTERFLIES  Develop YOUR potential to benefit others = increase YOUR value  Turn the image around in YOUR mind  Visualize positive outcomes
  • 76. DEVELOP THE ACTION HABIT  Trigger YOUR subconscious repeatedly  Repeat to yourself: I will act NOW!!!  Don’t analyze, just act: the action will become second nature to YOU ultimately
  • 77. HUNGER MOTIVATES YOU TO ACT  Success comes to those who thoroughly want it  Success comes if its importance is felt  Develop hunger for success, thirst for happiness and peace of mind
  • 79. Seek guidance, learn rather than achieve results
  • 80. THE INSTINCTIVE KNOWLEDGE OF GOD  Listen to YOUR inner voice  God is a subconscious awareness  Prayer: an intensely earnest request
  • 81. SEIZE THE OPPORTUNITY  ‘Opportunity’ is in the eye of the beholder  Positive perception  Spot opportunities as soon as they pop up
  • 83. PRAY TO FIND THE PATH TO SUCCESS  Accept failures as temporary (and success too!)  Slow and steady…