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THE MAGIC POWER OF
WRITING DOWN GOALS Your
first sale - and by far your most important sale - is to yourself. Your first
job is to sell something very special to yourself. You've got to sell yourself
the idea that you're going to make big money in selling. This selling of self
is very, very important. Unless
you sell yourself first you'll never get into the big money. Most men go down
through the years trying their best to sell things to other people, but they
never try to sell themselves on the idea that they're going to be big-money
men. They must do this and it's utterly simple to do so.
a
pencil, and a sheet of paper. Here is the Action: Get a statement of your
goal down on paper. Write down, in black and white, a definite statement of
what you want to achieve. If you want to make $100,000 a year write it down. If
you want to be one of the top salesmen in America - write it down. If
you want to get a terrific kick out of your job - write it down. If
you want to make enough money to drive a Ferrari - write it down. If
you want to live over on the swanky North Shore of Long Island (or whatever the
equivalent is in your neighborhood) - write it down. Important! You must write the sentence like you already have achieved
your goal. “I am driving a fully equipped luxurious silver metallic BMW 750” And see yourself doing it, make a vivid film in your inner eye and see
you sitting behind the wheel driving it. Most
people never "call on" themselves. They never have an interview with
themselves - never have a selling confrontation with themselves. But you may
say, "It sounds a bit crazy to me. Why should I ?" THE MAGIC POWER OF
WRITING DOWN GOALS Here's
why you should write down goals. The minute you face yourself and write down
"your order" of what you want to achieve), a kind of magic mechanism
starts working within you. This
writing down "your order" is the hottest way known to sell your inner
mind on your goals - to get your goals across to your inner self, where all
goals are energized. The
minute you write down your goals they become humming dynamos within you,
pouring forth the energy, the resourcefulness, the selling animation to make
your goals a reality in your life. These goals, once put across to the center of your
being, become your powerhouse. Read
them the first thing in the morning and last thing in the night before you go
to sleep. They are no longer obstacles to overcome, but they are now throbbing
new sources of power. They give new meaning to every act you perform - give you
great new power in everything you do. They integrate your whole being. You know
just what you want - and you now have the power to get it. Idea in action A
young friend of mine was selling sets of encyclopedias and just getting by. He
came to me one day and told me he was making $40,000 a year. He thought maybe
he should change jobs again. I told him that before he changed jobs he should
give this "write down your goals" strategy a try. . He
told me that as soon as he got a statement of his goals on paper he felt a big
change come over him. The goals he wrote down were not small goals. He
wrote down that he wanted to make $100,000 a year That
he wanted to buy a $775,000 home in Putnam County, about 50 miles outside of
New York City. That
he wanted to own a couple of saddle horses. He
said that the minute he got a statement of these things down on paper, his
whole manner of thinking about these goals changed from vague wishes drifting
around in his mind into firm goals that he wanted very much to achieve. It
changed them from wishes to wants. Writing them down did a magic
selling job on him self. It
sold him on wanting and shooting for the things, that before he merely wished
that he had. What happened then? He
became a smashing success! He
made $110,000 that year. He later bought that big house in Putnam County. And
he now owns 2 horses. (Telling someone else about your goals is OK,
provided telling that person, will increase your feeling of obligation to
fulfill the goal. You might tell a boss you respect - or you might tell your
wife. But don't tell everyone about it. You can talk too much about what you're
going to do and it will weaken your resolution to come through on the goal
itself.) Get a sharp mental image A
large part of most salesmen's thinking is a kind of fog. Their mental images
are fuzzy - they lack a sharp edge and clarity. Their thinking has no solid
center to give them stability and direction. Their
thinking is a kind of wishing - a mixture of fanciful daydreams of worry,
envy, regrets and resentments. But
this writing down goals pulls a man together - gives him something to fight for
- and the power to fight for it. How does it work –
magic? Why does this writing
down a statement of your goals turn on a superimposed power? I don't think
anyone knows for sure, but the main thing is, it works! Here's
part of the reason it's such a bombshell. It works not only on your conscious
mind, but it works on your "inner mind." The inner mind is not able
to form judgments of its own. It's not able to figure out what's true and what
isn't. It will accept any idea you can get over to it. For example, if you
get across to the inner mind that you're going to fail (and many salesmen have
managed to do just that), then the inner mind will accept it as a truth. It
will proceed on the premise that you're no good, and from then on everything
you do will be in keeping with the idea that you're no good. All your energies
will work to carry out in your life that idea that you're going to fail.
Start NOW to write down BIG goals about your income, about your job
situation, the cars, boats, your
relations and when I say big I mean really big goals! And you will never regret it.
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