mare of imaginary obstacles! Seize the opportunity for the greatness within you! If you want to become the person you long to be, break out of the tunnel and leap into the light!
2) Respect the law of opposite reactions No one is useless in this world who lightens the burdens of another. – Charles Dickens
Dr. Frank Crane – a famous lecturer, motivator, and writer – once wrote, “There is a law in physics to the effect that action is equal to reaction. The ball rebounds from the wall with precisely the force with which it was thrown against the wall. And, if I approach a prospect with politeness, I usually receive politeness. I get from this world a smile for a smile, a kick for a kick, love for love…If I am self-confident, I awaken confidence. If I cringe, I make others want to step on me. If I am cheerful, cheerfulness is handed to me by others. “There are no victims of fate. The generous are helped. The considerate are considered. If I am bitter, it was I who skimped the sugar-bowl. If I am grouchy and snappy, they will bite me. “The hero always rises above tragedy.” Real success is always the product of positive action in the face of adversity.
3) Update your knowledge of what people like
It’s what you learn after you know it all that counts. – John Wooden
When Charlie Chaplin was 29 years old, his income was $1,075 a year. Yet, over the next seven years, he achieved worldwide fame. How did he do it? Chaplin was an avid student of human nature. In a rare interview, he explained his relentless determi- nation to serve his audience the funniest product. “When I am watching one of my pictures presented to an audience, I always pay close attention to what they don’t laugh at. If, for example, several audiences do not laugh at a stunt I meant to be funny, I at once begin to tear that trick to pieces and try to discover what was wrong in the idea or in the execution of it. If I hear a slight ripple at something I had not expected to be funny, I ask myself why that particular thing got a laugh. In a way, my research is really the same as a merchant observing what people are buying or doing. Anyone who caters to the public has got to keep his knowledge of ‘what people like’ fresh and up to date.” Charlie Chaplin’s success cannot be attributed to talent alone. He worked harder than anybody in the business of selling laughs. On one occasion he filmed one short scene 435 times before he was satisfied with his final product. Like Thomas Edison with his inventions, Chaplin shrugged off the 434 stunts people didn’t like.
In the business of selling (like the business of comedy)
we’re challenged every day by the ever-changing tastes and preferences of our audience. A top selling feature or a top closing technique that worked today may not work as well tomorrow. We can never perfect our knowledge of what our customers want. We can only work harder at updating our knowledge of what people like.
4) Become a go-getter
Parking meters should remind us that we lose money standing still. – Bert Kruse
Recently I found a magazine article written in 1927 by G.M. Adams, who described in great detail an experience that was very similar to an experience I had in 1987. Adams wrote, “A friend sent me a little book the other day and asked me to read it. I promised to do so. I laid it aside. In about three days, my friend called me. ‘Have you read that little book?’ ‘No,’ I replied. ‘Well, read it tonight. It will only take a half hour.’ Again I promised that I would try to get to it. I took up the book that evening before retiring and started to read it. I read it from cover to cover for fear I would lose some of its precious, scintillating thoughts. Next morning I went to my library and reread the story before going to work. And even now, as I think of that go-getter tale, I feel a thrill of new, 100 percent red blood, shooting its go-getting spirit through my veins.” G.M. Adams was writing about Peter B. Kyne’s small
book, The Go-Getter. One of our subscribers once sent it to me, urging me to read it. He told me this book had changed his life. Like Adams, I kept the book for a few days on my desk until the subscriber called back to see if I had read the book. So I did that evening – and was spell- bound by the tale. The hero is a retired soldier who had returned from the war with only one leg and one arm. But he had plenty of courage, persistence, and a positive living attitude. His motto was “It shall be done!” And he went and did the thing he had been told to do – deliver a blue vase. I won’t tell the story, for that would spoil its magic for those who will yet read it. The publisher of the book has not stopped reprinting The Go-Getter since 1922! It is still being sold to hundreds of sales managers today who buy it in bulk for their entire sales staff. Many companies have kept this little-known book a secret from their competitors. In some companies, the Blue Vase has become the highest award a salesperson can ever achieve. If you want to be a go-getter yourself, go get this book
and read it. You’ll agree it is one of the best motivational books ever written!
5) Don’t fail after success
Show me a thoroughly satisfied man and I will show you a failure. – Thomas Edison
More men are failures on account of success than on ac- count of failures, explained Henry Ford to a reporter from American Magazine.
They beat their way over a dozen obstacles – overcoming a host of difficulties, sacrifice, and sweat. They made the im- possible the possible. Then along comes a little success and it tumbles them from their perch. They let up, they slip, and over they go. Nobody can count the number of people who have been halted and beaten by recognition and reward! Henry Ford, who became at one time the richest man in the world, had this secret for continuous success: “Make your future plans so long and so hard that the
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