This is really for the people who have emailed me to say they are new to this and consider themselves AFS (Average Frustrated Salesperson) and `is there something I can do to make what I say more effective?\’ If you read this and think, `hey what\’s all this crap, I know all this\’, don\’t even bother emailing me; this isn\’t aimed at you. Thanks but move on. OK…This is part of the training program I am running at present but it may help you.Each of us has a success blueprint already embedded in our unconscious mind. This blueprint, more than any one other thing, will determine your destiny. We live in a world of duality: up and down, light and dark, hot and cold, in and out, fast and slow, left and right. These are a few examples of the thousands of opposite poles. For one pole to exist, the other pole must also exist. You cannot believe in God without believing in the devil, and vice versa. Consequently, just as there are outer laws for Selling, there must be inner laws. The outer laws include things like knowledge, Skill, state management and belief strategies. These are essential. But the inner game is just as important. Having top quality tools is imperative to a carpenter but he must be able to use those tools in a masterful fashion. It’s not enough to be in the right place at the right time. You have to be the right person in the right place at the right time. So who are you? How do you think? What are your beliefs? What are your habits and traits? How do you really feel about yourself? How confident are you in yourself? How well do you relate to others? How much do you trust others? How do you rate your ability? How do you rate your ability to act in spite of fear, worry, inconvenience and discomfort? Can you act or function at your highest level even when you are not in the mood? The bottom line is that your character, your thinking, and your beliefs are a critical part of what determines the level of your success and how your blueprint pans out… Stuart Wilde puts it this way: \”The key to success in anything is to raise your own energy; when you do, people will naturally be attracted to you. And when they show up, bill them!\” Most people do not reach their full potential. Most people are not successful in what they choose to do. Research shows that 80% of individuals will never be free in the way they would like to be.80% of people will never claim to be truly happy. The reason is simple. Most people are on autopilot. They are unconscious at the wheel. They work, think and behave on a superficial level of life – based on what they can see. They live in the visible world. Imagine a tree. Let’s suppose that this tree represents the tree of Selling. On this tree are fruits. In life, our fruits are called our results. So we look at the fruits (our results) and we don\’t like them; there aren’t enough, and they are too small, or they don\’t taste good. What do we tend to do? Most people put more attention and focus on the fruit, the results. They will clean the fruit, spray the fruit and nurture the fruit. But what is it that actually creates those particular fruits? It\’s the seeds and the roots that create the fruit. It’s what\’s underground that creates what\’s above ground. It’s what\’s invisible that creates the visible.
So what does that mean?
It means if you want to change the fruits, you have to change the roots. If you want to change the visible, you must first change the invisible. In my experience, what you cannot see in this world is far more powerful than anything you can see. Try electricity. You can’t see it, but you can see its effect when you turn on a light. How do you know electricity exists? Because of the light? Put your finger in the socket and test if it really exists. I guarantee your doubts will disappear. You may not agree with the statement about what you can’t see being more powerful than what you can see but you will suffer if you don\’t apply this principle. Why? The law of nature determines that what\’s underground creates what\’s above ground. As humans, we are a part of nature, not above it. Consequently, when we align with the law and work on the roots – our inner game – our life flows smoothly and we are a magnet to opportunity. We bear fresh fruit. We do not work or exist on just one plane of existence. We work in four. Physical – Mental – Emotional – Spiritual. Most people never ever realise that the physical realm, what we call reality, is only a printout of the other three. Let’s suppose you have written a letter. You hit print and out it comes. Whoops…typo! You hit delete on the pc and press print again. Out comes the letter with the same typo.Whoa! I just deleted that. You now study the six hundred page manual called effective deleting. You now have the tools and the knowledge you need. You hit delete. You hit print. You look. Shit! The typo is still there.The real problem cannot be changed in the printout, the physical world; it can only be changed in the program, the mental, emotional and spiritual world. Whatever results you are getting, be they great or bad, positive or negative, always remember that your outer world is a reflection of your inner world. If things are not going well in your outer game, it’s because things are not going well in you inner game. It’s that simple. What you hear, you remember; what you see, you remember; what you do, you understand.Forget the magic bullets, punches and pills you seek. You are just victim of Loch Ness Monster disease. ‘I have heard of this pitch but no one has seen it. It\’s a great pattern which, if you say it, you get everything you want. If I could get hold of that I would make it\’. Wrong.Once you sort out your inner game and realise that you control your energy, your state and your focus then you will get what you want. You will have your cake and you will eat it. What is the use of having cake if you can’t eat it anyway? What are you supposed to do with it? Put it on the mantelpiece and look at it? There is a major difference between rich people, wealthy people and poor people just as there is between SalesPro, Student and AFS. 1. Rich or SalesPro people believe `I can have my cake and eat it\’. 2. Wealthy or Student people believe `Cake is too rich, so Iwill only have a little piece\’ 3. Poor or AFS people don\’t believe they deserve cake, so theyorder a donut, focus on the hole and wonder why they have nothing\’.What do you see? If you don\’t like what you see, change it.