Промышленный лизинг Промышленный лизинг  Методички 

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we can act positively.

Visualization means seeing success before it happens. See yourself on the podium prior to the event. By visualizing success, top achievers actually increase the chances of it happening. We move toward what we picture in our minds. A flushing of negative, self-defeating thoughts must occur before the mind can receive and act on new images of success. Athletes have been using the advantages of visualization for decades. They visualize the end result prior to the event itself. They develop a mental blueprint to get a clear image of what needs to be done. In his book, Advanced Selling Strategies, Brian Tracy talks about the value of a mental rehearsal prior to the sales call. He suggests that Top sales athletes can use these same techniques as well to dramatically improve their performance in selling situations. 19]

One of my earlier experiences with creative visualization was when I was teaching my daughter, Lynn, how to water ski on one ski. Her earlier slalom attempts had met with frustration and disappointment. She had fallen several times. (Not to mention that the gas gauge in the boat was falling as well.) We took a break and sat down on the dock and I asked her to close her eyes. I then walked her through a mental picture of success where she could see herself up on one ski. I had her confirm aloud what she saw and how she felt about it. Well, you guessed it. On her very next attempt, she got up on one ski. It worked! We were both elated. In fact, she almost fell again as she was filled with excitement and momentarily forgot what she was doing. As Lynn and countless others have discovered, creative visualization elevates your readiness to perform. Give yourself a competitive advantage.

2. Balance. A balanced life is another way to foster self-esteem. Goals should not just be set in the area of business. No one has ever said on his or her deathbed, I wish I had spent more time at the office. Top achievers set goals for all aspects of life. If not, they get out of balance and forget about other dimensions in their lives. The six components of a balanced life are family, health, work, spiritual, intellectual, and social. Examine each one and make time for the things and people that really count in your life. Successful people have come to appreciate the big picture and make a conscious commitment to personal development. They have learned that becoming a well-rounded person has as much to do with pursuits outside the office as with professional development. Success means having passion pursuits such as hobbies, personal interests, sports, or other extracurricular activities outside of work. These make for a well-rounded salesperson who doesnt live life as a couch potato, a mouse potato, or a spectator, but as a participant.

The downside is that without a balanced life, we fall into an activity trap, constantly on the go. We lose our perspective, our energy, and our sense of humor. Life is not that serious; lets take humor more seriously. Humor prevents hardening of the attitudes. Consider the mantra: Think fast, live slow.

Work complements your financial goals. To develop your financial goals I suggest you read David Chiltons book, The Wealthy Barber. He delivers excellent strategies to achieve your financial goals, all the while endorsing the KISS principle. Davids book will also help you get out of financial quicksand. Im sure everyone with maxed-out credit cards can relate, they spend themselves to wealth.

3. Read, Read, Read. My final suggestion for maintaining high self-esteem is to read, read, read. Read other resources and materials, listen to audiotapes, attend seminars, and learn from successful people. You simply do not have enough time in life to make all the mistakes yourself. Learn from observing others. Dont go through life learning and training by trial and error. Its too expensive. As a friend once said to me, Do as I say, not as I did. Consider this: if you think professional training is expensive, try ignorance. We cannot learn in isolation. The more intellectual inventory you acquire, the more resources you can draw on, and the better you will deal with daily challenges and stress. Strive to become mentally fit by feeding your mind with highly nutritious mental foods. Feed it mental protein instead of mental junk food like mindless television shows and radio gibberish. The average North American spends upwards of 22 hours a week in front of the television and 5-10 hours on the Internet. It wouldnt take that many hours with a good book to distance oneself from the pack. Many adults continue to live on a diet of mental pabulum, only digesting what is absolutely necessary, nothing more. What you take in today transcends into the



person you become tomorrow.

Build your personal development library at a rate of one new book every month. I suggest you start by reading Dale Carnegies classic, How to Win Friends & Influence People. Its a must read for people in all walks of life. To earn more, learn more.

Two Types of Knowledge

Every day we are bombarded with new information, new technologies, and new and improved products, all representing new knowledge. But in fact, where we are today, technologically, is comparable to where the aviation industry was in 1950. We aint seen nothin yet. I like the statement from author Warren Bennis: The factory of the future will have only two employees, a man and a dog. The man will be there to feed the dog. The dog will be there to keep the man from touching the equipment. Again we must unlearn as much as we learn. One of the greatest gifts you can give yourself is to learn how to learn.

My theory is that there are two types of knowledge: core knowledge and peripheral knowledge. During our lifetime, we acquire core knowledge (math, science, language skills) which remains constant throughout the centuries (eg., 2 + 2 = 4, and will never change). Peripheral knowledge is the stuff we learn that reflects current technologies and current philosophies. Peripheral knowledge is perishable; it comes and goes. We appreciate that it may very well be obsolete in ten years. Newly acquired peripheral knowledge should come with a best before date stamped on it: For best freshness, utilize this knowledge before the year 2010. Just as we clean out our refrigerators, we need to purge our minds once in a while. An example of peripheral knowledge is keyboarding, a skill currently taught in high schools. Keyboarding is a classic example of peripheral knowledge that is already becoming obsolete. Keyboards are being replaced with voice recognition and voice-activated computers already on the market. Many products we enjoy today are vulnerable to technological obsolescence as the lifespan of products continues to shrink at an alarming rate.

A combination of core knowledge and peripheral knowledge is the key to personal and corporate survival. As I mentioned earlier, the competitive arena demands acquisition of knowledge, and constant investment in career development. We must continually search for any intellectual advantage available. The acquisition of new knowledge fuels self-esteem. However, I caution you, knowing is different than applied knowledge. In Napoleon Hills book, Think and Grow Rich, he makes a good point: Knowledge is only potential power. It becomes power only when, and if, it is organized into definite plans of action and directed to a definite end. 1101 One of my national accounts, Dun & Bradstreet, has a great expression: Knowledge allows you to play, applied knowledge allows you to win.

Stay in school by becoming a lifelong student of your profession. Unquestionably, knowledge is the currency of the future, and todays world takes little pity on those who remain lazy about learning. Lifelong learning is a form of personal insurance. Protect your future.

mTracy, Brian. Winners Seminar. Calgary, Alberta. 1992.

i8]Branden, Nathaniel. The Six Pillars of Self Esteem. Page 5, 1994. Bantam Books.

i9iTracy, Brian. Advanced Selling Strategies: The Proven System of Sales Ideas, Methods, and Techniques Used by Top Salespeople Everywhere. Page 80, 1995. Simon & Schuster.

[10iHill, Napolean. Think & Grow Rich. Page 75-76, 1960. Ballantine Books.







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