drive it. That’s all just thought. Since your whole past and your whole future are all thought, that only leaves you with now. Now is how you think and what


you fill your thoughts with. If your thoughts are harmony and ease and serenity and love, and that’s all you have to give, then that’s what you will be giving.


If you can learn to be a constant observer of your own thinking, you will reach your higher conscious- ness. This is the part of you that is able to stop yourself in the middle of anything that you’re doing. Say to yourself, “This isn’t the only me. This is just what I have to go through at this time.” I’ve got a glass of water and you say to me, “Is the glass of water real?” I say, “The question is not whether it’s real, but, does it slake my thirst? Does it serve me in the way that I want it to?” If it does that, then I don’t care whether it’s an illusion or not. In other words, whatever helps you to make your life work, don’t argue with it. Don’t fight it. Don’t do anything with it; just stand back and have one little corner of your con- sciousness that says, “I’ve put myself into this act. This is the play that I am in. This is the role that I have chosen. There must be a reason for me to choose it, so I’m going to go through the role but I’m never going to let the role destroy me.” That’s the key. I truly believe that you can trans- form yourself. Transformation means the ability to go beyond your form. Trans-form-ation. When you can see that, you’re much more than just form. You are able to pre-transform what you are in this moment and what you may become in the future. A lot of people think they are their packaging. And they believe that the package is more important than what the package contains. What the package contains is your ability to be anything that you want. That’s what’s important. 


‘‘


Building a boat isn’t about weaving canvas, forging nails, or reading the sky. It’s about giving a shared taste for the sea. ANTOINE DE SAINT-EXUPERY


VIDEO: UNLOCKING THE SECRETS TO SELLING TO YOUNGER BUYERS


SELLING TIP The Manager as Motivator


For salespeople to be productive, they must be motivated to sell. Motivation is a force from within, and, although motivation cannot be artificially induced, a positive, enriching environment can help breed the self-motiva- tion salespeople need to make it big in sales. Below are some tips for managers who want to provide an environment


that helps salespeople pursue and attain their professional goals. 1. Get to know each salesperson individually. Understand their problems and help them if you can. Give each a sense of personal belonging.


2. Treat each salesperson as an individual, not a collective sales force. Give individual praise for outstanding achievement.


3. Stress the status and trust invested in them as sales professionals. 4. Introduce your salespeople to important people you know. 5. Allow your salespeople to participate in training sessions, in sales meetings, and in setting quotas. 6. Read all reports and comment on them individually and promptly. 7. Maintain an open-door policy with your salespeople. Be available and open-minded when they wish to contact you.


8. When evaluating, stress the individual’s personal growth and develop- ment and encourage it, as well as reporting on their percentage of production in the company.


Although it is up to each individual to motivate themselves, as a sales manager you can be an influencing factor by providing a positive environ- ment that encourages motivation.


– SELLING POWER EDITORS


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