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... 30 TIM CONNOR, CSP HOW TO TURN ANY MISTAKE INTO A SUCCESSFUL SALE Mistakes Smart Salespeople Make 91 91 Template3 7/26/06 4:35 PM Page i they either refuse or don’t know how to do the work on ... success. It is never too late to begin an aggressive ongoing self-development program. There are hundreds of books to read, training CDs and tapes to listen to, and seminars to attend. Don’t wait ... objec- tions. 69. Stay neutral during the sales process. Index of Turn- Arounds 23 91 Template3 7/26/06 4:35 PM Page 23 HOW TO TURN ANY MISTAKE INTO A SUCCESSFUL SALE 91 91 ISBN-13: 978-1-4022-0812-6 ISBN-10:...

... of tea, or to take cash. What they fail to teach is how to do the right thing for customers, how to let the personality of the employee shine through, how to live up to the customer’s expectation ... little to do with what they personally want, but everything to do with what their customers want. However, when you deal with a company as a paying customer, you could often be mistaken into thinking ... of my research into business owners. I recently visited Nick again to introduce him to the Enterprise MENTOR. This is a new training course I have created to enable staff to think more like...

... inchindiameter,theelectronisfiftythousandtimessmallerthanthe atom!  Ofcourse,youcannotimaginethis;itisinfinitelysmall-apartofthe infinityofGod!Andwhatistheelectron? Ofwhatsubstanceisit?Allscientistsagreethatitisaninfinitely smallethericwhirlofenergy-awhirlinghole inspace!  Whatthenisdensity?Densityisthespiritofmatter-theinfinite ethericenergy-spaceofGod.Itisthatinwhich allthingsliveandmoveandhavetheirbeing.Itexistsbetweenthe infinitelysmallwhirlingelectronsbuta billionthofaninchfromoneanother;itexistsbetweenwhirlingstars andinfinitelylargesunsthousandsof millionsofmillionsofmilesapart.  Thereisnodensityofmatter to hinderthemanifestationofyourideals anddesires.Sinceyou,youridealsand desiresareofGod,andsincethecellsofyourbodyandalsothe substanceofallothermaterialactualitiesarebut theinfiniteenergy-spaceofGod,certainlyyouridealscomposedofthis substance-theonlysubstancethatexists -canandwillanddocometrue.Infact,thisethericenergy-space substance,whichmakesmatterseem to be dense,istheverysubstancethatgivesbodies to youridealsandthus makesthemmanifestinmaterialactuality.  WHATATTRACTIVEMATTEROFENERGYGIVES TO YOURDESIRES  CHAPTER4  Anotherstoneinthepathoffaithandtheattainmentofyouridealsand desiresistheideathatmatterissolid.As densitywasfound to bebutinfiniteenergyspace-thespiritual substanceinwhichidealsandallthingsexistwhat willsolidity turn out to bewhenyoucome to knowitasitis?  Ironseems to beasolidsubstanceandveryhard.Doesitshardness resideinmatterorisitdue to thespiritor energyofmatter?Themoleculesandatomsofironarenoharderormore solidthanthemoleculesandatomsof butter.Yet,itisdifficult to driveanail into apieceofironand easy to driveone into achunkofbutter.That whichmakesitdifficult to driveanail into ironisthedegreeof attractiveforceexistingbetweentheparticles.It isthisforcethatholdsmoleculesandtheirrespectiveatoms to each other.Whenyoudriveanail into iron,what youovercomeistheattractiveforcethattries to preventthemolecules beingpushedapart.Itiseasy to force apartthemoleculesofbutter to makespaceforanail.Inthiscase also,whatyouovercomeistheattractiveforce thatholdstogetherthemoleculesandatomsofbutter.  ... GivingaBodyofEthericSubstance to YourIdeal;  GivingYourIdealtheImpulseofAction to MakeItReal;  TheProcessthatMakesIdealsComeTrue;  TheActofMakingtheRealityYours;and  Where to CenterYourEffort.  TO ATTAINYOURDESIRES,ALLTHREEMUSTBEUSED  CHAPTER7  Ifyouidealizeanduseallthreeofthebasicactivitiesandonlythose three,itiseasy to makeyouridealsbecome realities.Youalwaysattainwhenyouidealizeandusethem;but,ifyou leaveoutanyoneofthethree,youfail to  attainyourdesire,-andnoonecanbeblamedexceptyourself.  Ifyouidealizeonlythatwhichyoudesireandholdfaithfully to that ideal,-thatis,ifyouuseonlythefirstofthe threeactivities,-youwillsucceedandjustlyinproportion to whatyou do.  SinceGodisjustice,theresultcorresponds to theeffort.Idealizing whatyouwantandholdingfaithfully to the idealformonthsandevenyearsbringsyouthesuccessyoureffortmerits -evenafteryearsyouwillstillbe holding to theideal.  And,ifyouidealizethatwhichyoudesireandattempt to takepossession ofitmentally-usingthefirstandthird ofthethreebasicactivities-yousucceedandjustlyinproportion to whatyoudo.  If,wheninNewYork,youlearnofafootballgame to beplayedinBoston anddesire to bepresent,theidealof theThingDesiredis to beinBoston.Ifyoudesire to driveby automobilefromNewYork to Boston,thatisthe idealoftheProcessyouintend to use to get to Boston.Ifyougo to yourgarageandsitinyourcarforaday,a monthorayear,holdingfaithfullyallthetime to theThingDesiredand holdingalsoamentalpictureofbeingin     Boston-mentallypicturingthefirstandthirdsteps,butomittingthe secondone-beforetheyearpassesyour friendswillwish to sendyou to themadhouse;andonlybecauseyou failed to usethesecondactivity-thatofthe processofactuallystartingthemachineanddrivingfromNewYork to Boston. ... GivingaBodyofEthericSubstance to YourIdeal;  GivingYourIdealtheImpulseofAction to MakeItReal;  TheProcessthatMakesIdealsComeTrue;  TheActofMakingtheRealityYours;and  Where to CenterYourEffort.  TO ATTAINYOURDESIRES,ALLTHREEMUSTBEUSED  CHAPTER7  Ifyouidealizeanduseallthreeofthebasicactivitiesandonlythose three,itiseasy to makeyouridealsbecome realities.Youalwaysattainwhenyouidealizeandusethem;but,ifyou leaveoutanyoneofthethree,youfail to  attainyourdesire,-andnoonecanbeblamedexceptyourself.  Ifyouidealizeonlythatwhichyoudesireandholdfaithfully to that ideal,-thatis,ifyouuseonlythefirstofthe threeactivities,-youwillsucceedandjustlyinproportion to whatyou do.  SinceGodisjustice,theresultcorresponds to theeffort.Idealizing whatyouwantandholdingfaithfully to the idealformonthsandevenyearsbringsyouthesuccessyoureffortmerits -evenafteryearsyouwillstillbe holding to theideal.  And,ifyouidealizethatwhichyoudesireandattempt to takepossession ofitmentally-usingthefirstandthird ofthethreebasicactivities-yousucceedandjustlyinproportion to whatyoudo.  If,wheninNewYork,youlearnofafootballgame to beplayedinBoston anddesire to bepresent,theidealof theThingDesiredis to beinBoston.Ifyoudesire to driveby automobilefromNewYork to Boston,thatisthe idealoftheProcessyouintend to use to get to Boston.Ifyougo to yourgarageandsitinyourcarforaday,a monthorayear,holdingfaithfullyallthetime to theThingDesiredand holdingalsoamentalpictureofbeingin     Boston-mentallypicturingthefirstandthirdsteps,butomittingthe secondone-beforetheyearpassesyour friendswillwish to sendyou to themadhouse;andonlybecauseyou failed to usethesecondactivity-thatofthe processofactuallystartingthemachineanddrivingfromNewYork to Boston. ...

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