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"You will become as small as your controlling desire, as great as your dominant aspiration." - James R. Allen

There is an American musical comedy called, "How to Succeed in Business without Really Trying." But you can't do it in selling or in real life either; you have to work at it diligently and daily.

Success in selling is dependent largely upon willpower. Your will can be developed and educated. In fact, that which most easily becomes a habit in us is the will. Learn then that you are wise to deny yourself the luxury of those things that would poison your ambition, constrict your creativity or inhibit your industry.

First of all, deny yourself the luxury of a non- demanding environment. Even the strongest sales professionals are not beyond the reach of our environment. Make any sacrifice necessary to stay in an ambition-arousing atmosphere that stimulates and demands that you stretch. Stick close to those who are trying to do something and be somebody -- people of high aims and lofty ambitions. You are sure to catch the spirit that prevails in your environment.

Deny yourself the luxury of pessimism. Pessimism plus fear plus anxiety often equals distress. Optimism plus faith plus enthusiasm always equals a healthier, more productive sales professional. You are wise to remember that pessimism can poison your attitudes, paralyze your abilities and postpone your selling achievements. Optimism proclaims strength, promotes and produces success.

Deny yourself the luxury of self-consciousness. Self-analysis is valuable only to learn your strength; fatal, if you dwell upon your weakness. Over-sensitivity is really an exaggerated form of self-consciousness. Sensitive sales professionals feel that whatever they do, wherever they go, or whatever they say, they are the center of observation. Learn to think less of yourself and more of others.

Deny yourself the luxury of uncontrolled anger. When anger rises, think of the consequences. You are wise to realize that your uncontrolled anger can distort the truth, destroy your poise, diminish your friendships, defeat your plans and endanger your peace of mind.

Many sales professionals sometimes act as if willpower is a quality born within them; that it is not susceptible to improvement; that it is something thrust upon them that will nourish itself. You will discover it is a quality that responds most quickly to cultivation. Begin to cultivate your willpower today.

Get things done in 2021!

Kinder Brothers International 

For those of you following the Bettger 13-week strategy, here's the habit to focus on this week.



Force yourself to act enthusiastic, and you'll become enthusiastic.
• Enthusiasm puts your fear to work for you.
• Enthusiasm is contagious.
• Enthusiasm sustains you in the difficult times.
• Commit to double the amount of enthusiasm that you have been putting into your work and into your life.


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