Selling is done through persuasion. Most selling that we do everyday is easy because the “buyers” are already ready and disposed to accept. Everyday we must “sell” ourselves to our spouse, our family, our friends – but that’s easy to do because they are already disposed to be sold. In other situations though, the selling, or persuasion needs more skill and more work.

That is where Newton’s first law of physic comes into play. That law states that, “an object at rest tends to stay at rest and an object in motion tends to stay in motion with the same speed and in the same direction unless acted upon by an unbalanced force.” As far as we are concerned, the important part of that law is the last part which says, “object in motion tends to stay in motion with the same speed and in the same direction.’

That is true with an object in motion and it’s also true with our psyche. When a train of thoughts leads in one direction it becomes harder and harder to switch it around. If a person agrees with you and agrees with you for a length of time it becomes harder and harder to change position and start disagreeing with you.

So, if we want to convince someone of something that may prove to be difficult to accept the best course of action is to start asking question that we are almost certain will illicit a “yes” response.

Questions like, “Would you like to solve this problem?” Followed by, “You would like to pay as little as possible for that service don’t you?” Those questions will illicit a “yes” response and after awhile a pattern is set up. The “yes” responses become natural and easier and easier to give.

That is when the time for the clincher comes. Time to ask, do you want to buy my product, proposition, idea or suggestion? If there is any chance that whatever it is that you are proposing will be accepted, chances are very good that it will be at that point.

The point of the thread is that, just as an object in motion tends to stay in motion, a person who has been saying yes, yes, yes… will find it harder to say no. Not impossible, but harder.

So, whenever you are trying to convince anyone of anything, get the person in a positive mood, get them to say yes or accept propositions that they cannot refuse and then come up with the proposition that you wanted to have accepted in the first place.

Life is selling and in order to get ahead we need to know the tricks of the trade. That was one of them.

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Almost everyone is adversely affected by stress to some degree. The good news is that there is something that we can do about it. There are many techniques that can be used in stress reduction such as yoga, meditation, sports etc… but there is one very simple and effective technique that is almost completely overlooked and that is, Present Time Consciousness or PTC.

PTC, though highly effective, is incredibly simple, and that may be its outdoing. People find it hard to believe that something so simple and easy to learn an use can so effective. PTC is a discipline where the practitioner strive to keep his mind focused on the present. Thus the appellation, Present Time Consciousness.

With PTC, the practitioner will not let his mind wanders unto the future. As soon as thoughts of what could happen in the future enter the mind, a conscious effort is made to get back to whatever the person is doing in the present.

The reason for that is simple. Most of the time, we don’t fear what is happening now. We are dealing with it, so it is not the cause of great concern or stress. But, on the other hand, what could result from whatever is happening in the present can bring frightening scenarios of gloom and doom. And that is where most of the stress comes in.

PTC, like any other skill gets better with practice. At first, staying focused in the here and now can seem like an impossible task. However, after we have made a reasonable amount of effort to develop that skill, we get to be increasingly effective at it.

It is relatively easy to maintain Present Time Consciousness when we are involved in activities that require concentration. It is more difficult when we are involved in more mundane activities such getting dressed, doing some cleaning or mowing the grass. However, these are the best activities to practice PTC. And the way that it can be done is by caring about what we are doing.

When we care about something, we feel that it is important and we give it all our attention. So the secret is to threat everything that we do as if it was important. A disciplined mind can find as much satisfaction from cleaning pots and pans as it will solving an important problem. And the best part of that is that if we can care about menial tasks we will be even better at caring while involved in more complex endeavors.

So, to recapitulate, the best way to combat stress is to mentally stay in the present moment and the best way to stay focused in the present moment is really care about whatever it is that we are doing. The formula would then be: “Caring = Focus = No Stress”.

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Massive Action is thinking and acting outside of the box. It is taking an approach that no one has ever dreamed of taking. As an example, people looking for a job will usually send out twenty five résumés. With Massive Action, that same person would send out 250 résumés. Not only would the send out ten times the usual amount of résumés they would deliver those personally and then call the next day to inquire if they could have an interview with the person in charge.

Massive Action is exactly what the term means, it’s killing flies with a shotgun. It’s about using irresistible energy concentrated on a specific purpose. Massive Action is not for the timid soul. It’s for the determined warrior. While the timid soul gets to sit on the bench, the warrior gets to score the winning goal.

There was this guy in the Chiropractic profession who used to hold motivational seminars. He had incredible success. His secret? Not only would he make sure that he would have the top speakers at those seminars but in the previous month of a seminar, he would send everyone on his mailing list anywhere from twenty to thirty letters and pamphlets, he would send special invitations, made phone calls and do whatever else he could think off..

The results? Anywhere from four to six thousand persons from three continents would attend each of his seminars. At $250.00 from each person, that’s between $1,000,000 and $1,500,000 that he was grossing each seminar. That’s the result of Massive Action. Not bad.

If you want to succeed where almost everyone fail, you must be willing to do what most people would not do. You must be ready to step out of the beaten path. To think outside of the paradigm.

Robbins says, “You can’t succeed by being good. That’s what you get paid for. You can’t succeed by being excellent. That’s what you are expected to do. You can only succeed by being outstanding.” And, if you want to be outstanding, you must be ready to take Massive Action.

Contrary to popular belief, there’s plenty of room at the top. It’s not crowded either. And the reason for that is that most people will simply not go out of their comfort zone. They will not dare to be different. They will not dare to take Massive Action. Don’t follow the crowd. Stand up, take Massive Action and reap the rewards.

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Some of us have greater leadership skill than others, but no matter where we stand on the scale of leadership skill, we can always improve on it.

A true leader does not have to rely on position or force to lead. A true leader is someone who can inspire hope. Why else would we chose to follow anyone if we did not have the feeling that the path proposed would lead to a better future?

A true leader must inspire. He will compel his follower to greater efforts, to overlook temporary discomfort and to sacrifice immediate gratification in exchange for greater rewards down the line.

Integrity is also essential to leadership. A leader is constantly tested, and if he wavers on his commitments or on the way that they are implemented, his ability to lead will be questioned and diminished.

Leaders must also spearhead the procession. He cannot push from behind, he must pull from the front. The leader is the alpha. The protector, the strongest one. He must demand more of himself than he will from any of his followers.

Consistency is the hallmark of any good leader. Situations may arise when a change of course is necessary but the same objective must be respected.

A true leader will not be dependent on approval. He must be secure enough to forfeit the need to be praised and strong enough to be able to take unpopular decisions.

Some leaders are born. Others are self-made. However, leadership is a skill and one that can always be improved upon. And, one of the best way to learn leadership skill is to learn to be a good follower because, you simply cannot lead, if you cannot follow. You have to be the student before you can become the master.

To quote the Tao Te Ching:

The river carves out the valley by flowing beneath it.
Thereby the river is the master of the valley.

In order to master people
One must speak as their servant;
In order to lead people
One must follow them.

So when the sage rises above the people,
They do not feel oppressed;
And when the sage stands before the people,
They do not feel hindered.

So the popularity of the sage does not fail,
He does not contend, and no one contends against him

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Nothing great ever was achieved without passion. Passion will give you energy, creativity, endurance and the wherewithal to surmount almost any obstacle. Passion is essential to great achievements.

Biographies clearly demonstrate that a common trait among super-achiever is passion. Passion for life, passion to excel, passion to achieve.

Passion is the offspring of imagination. Creative passion is not about what is, it’s about what could be. That kind of passion has its roots in the future but its effectiveness in the present. The anticipation of the joy that the results will be, flames to efforts to achieve.

A day without passion is like a day without sunshine. Passionate people live, dispassionate people exist.

The one drawback of passion is that it can lead to excess and lack of critical judgment. Passion must be coupled with reason. Wild excess are counterproductive however subdued and controlled passion is foundation of achievement and greatness.

We must dare to dream. We must dare to see big. We must dare to think outside of the box. We must dare to believe that we have a manifest destiny and that we were given the tools and resources to fulfill it.

Our personal voyage on Planet Earth is a one way trip. It will not be repeated. It is our duty to make it count. To make the most of it. To make the most of it so that when the final curtain falls, there will be no regret.

William Penn said, “If there is any Kindness I can show, or any good thing I can do to any fellow human being, let me do it now, and not defer or neglect it, as I shall not pass this way again.”

Passion inspired by that fundamental principle will create the magic that will transform an ordinary life into a triumphant existence.

Believe in yourself. Live you life with passion. And watch miracles happen.

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