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Letting Sales Happen: The Spiritual Path to Selling 2

Copyright 2004 by Greg Mendeleev. All rights reserved.

No part of this book may be reproduced or transmitted in any form or by

any means, except for brief review, without written permission from the

publisher. For information address DreamShop.

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Disclaimer

This book is sold with the understanding that neither the author, nor the

publisher is engaged in rendering any legal, financial, medical, or

psychological advice. This book is not intended to be a substitute for

therapy or professional advice. The publisher and author of this book

disclaim any personal liability and any responsibility, either directly or

indirectly, for the use or misuse of the information presented within. The

reader is warned that this book presents powerful techniques, to be used

at the readers own risk. This book is for informational and educational

purposes only.
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Table of Contents

1. MY PENNY FINALLY DROPPED................................................................................. 82. IN THE BEGINNING................................................................................................... 113. YOU CREATE YOUR SALES REALITY.................................................................... 15What successful salespeople have in common ................................................................. 15

Rat experiment.................................................................................................................... 15Quantum physics experiment.............................................................................................. 16Setting sales expectations .................................................................................................. 16

Why we expect the things we expect? ................................................................................ 17Beliefs become facts ........................................................................................................... 17

From beliefs to spi ri tual ity.................................................................................................... 18Choose your reality ............................................................................................................. 19Defining beliefs and feelings ............................................................................................... 21

Feelings are everything ........................................................................................................ 21Law of Attraction ................................................................................................................... 22

Vibrations ............................................................................................................................ 22Vibrational Mechanics......................................................................................................... 23Antennas in action............................................................................................................... 24

The power of focus................................................................................................................ 26The Exercise: Imagine a perfect sale.................................................................................. 26You changed your focus...................................................................................................... 26Focus and vibrations ........................................................................................................... 27You get what you focus on.................................................................................................. 27Choosing focus.................................................................................................................... 27Simple Secret of manifesting anything................................................................................ 28

What holds back your sales? ............................................................................................... 30Limiting beliefs..................................................................................................................... 30Trapped feelings.................................................................................................................. 30The impact of feelings and beliefs....................................................................................... 31Summary ................................................................................................................................ 32

4. A SPIRITUAL PROFESSION..................................................................................... 33Can sales be a sp iri tual profession? ................................................................................... 33

A sale around every corner................................................................................................. 33The root of all evil or a spiritual energy? ............................................................................. 34The sacred link.................................................................................................................... 35

A f resh perspective on sell ing ............................................................................................. 35Typical Salesman!............................................................................................................. 35How popular perceptions affect your sales......................................................................... 36Choosing to see sales differently........................................................................................36

Whats in the product? .......................................................................................................... 38A sale from the energy perspective..................................................................................... 38Yummy, yummy in my tummy............................................................................................. 38Can you sense a book?....................................................................................................... 39

Sell ing wi th love..................................................................................................................... 40Choosing the energy........................................................................................................... 40Raising your vibration.......................................................................................................... 41The Exercise: Sitting in the Heart........................................................................................ 41Selling more than just a product.......................................................................................... 43

Summary ................................................................................................................................ 445. CREATIVE IMAGINATION......................................................................................... 46The power of imaginat ion ..................................................................................................... 46

Hocus-pocus ....................................................................................................................... 46It all begins with a thought................................................................................................... 46You use imagination all the time......................................................................................... 47


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Imagination changes the way you feel................................................................................ 47Memory triggers feelings..................................................................................................... 48Brain science and the effects of imagination....................................................................... 49Imagination creates reality .................................................................................................. 50

Exercises to realize imagination in the phys ical world ..................................................... 51Defining your ideal sales vision........................................................................................... 51The Exercise: Writing your dream sales vision................................................................... 51Using creative imagination for sales ...................................................................................54The Exercise: Closing the Loop visualization................................................................... 55Notes on the visualization exercises...................................................................................58Summary: Closing the Loop visualization in brief............................................................. 59

Why does it work so well? .................................................................................................... 60Serving others is serving yourself .......................................................................................60Let the Universe handle the details..................................................................................... 61The effects of the exercise on limiting beliefs ..................................................................... 61Internal conflicts come to surface........................................................................................ 62Best time to practice............................................................................................................63You are already an expert in manifesting............................................................................ 64

From imagination to realit y .................................................................................................. 65Natalie stays focused.......................................................................................................... 65How fast will my reality manifest? .......................................................................................66The importance of a time buffer.......................................................................................... 68Where will the money come from? An example.................................................................. 69When it just doesnt arrive................................................................................................... 70

Summary ................................................................................................................................ 72What will start to happen..................................................................................................... 72Ensuring smooth manifestation of your reality.................................................................... 72

6. DEALING WITH DIFFICULT CUSTOMERS............................................................... 75Hall of mirrors ........................................................................................................................ 75

Every customer is your reflection........................................................................................75Using Mirror to discover internal blocks: An example......................................................... 76Connecting external and internal realities........................................................................... 76The Exercise: Mirror............................................................................................................ 77Applying the Mirror exercise: customer objections ............................................................. 79

Raising the vibration of a relationship ................................................................................ 81Bless difficult customers...................................................................................................... 81The Exercise: Sending Light............................................................................................... 81Your thoughts are not really private .................................................................................... 82De-cording Exercise: Cutting the ties that bind................................................................... 82

When nothing seems to work ............................................................................................... 86Close one door, another ten will open.............................................................................. 86Examples of customers who didnt want to pay.................................................................. 87

7. DEALING WITH COMPETITION................................................................................ 89Competit ion is always self -made......................................................................................... 89Limiting beliefs and feelings about the marketplace........................................................... 90

Fear has big eyes: An example........................................................................................... 91Creating a bigger pie........................................................................................................... 92If you win the Rat Race, youre still a rat.......................................................................... 92

Bless your competi tors, and be blessed wi th none........................................................... 938. SIMPLEST WAY TO KEEP STREAMS OF SALES COMING................................... 95Gratitude works wonders ..................................................................................................... 96

Keeps you focused on what you want.................................................................................96Puts you in a positive and abundant state of mind ............................................................. 96Greatly raises your vibration ............................................................................................... 97Makes you feel good. Really good......................................................................................97

The Exerci se: Thank-aff irmation .......................................................................................... 97Lazy mans way to abundance............................................................................................ 98


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Every time I needed money............................................................................................. 98Connectingto an unlimited sales potential.......................................................................... 99Implement gratitude with a journal ...................................................................................... 99

9. TIME TO RELEASE TRAPPED FEELINGS............................................................. 101Healing the sales wounds ................................................................................................... 101

Scars from the past impact your current sales.................................................................. 101Example of the effects of trapped feelings........................................................................ 101Trapped feelings attract corresponding reality.................................................................. 102Trapped feelings create internal obstacles ....................................................................... 103

Uncovering your trapped feelings ..................................................................................... 103Examples of common fears............................................................................................... 104

Fears about failure / success....................................................................................................... 104Fears about expressing yourself / interacting with others............................................................ 104Fears about commitment / responsibility ..................................................................................... 105Fears about inadequacy .............................................................................................................. 105

How to release trapped feelings ........................................................................................ 107Method 1: Release by learning to feel the feelings........................................................... 107

Getting back in touch with feelings.............................................................................................. 107Feeling without prejudice............................................................................................................. 109The Exercise: Learning to Feel the Feelings ............................................................................... 109Method 2: Release using imagination............................................................................... 110The Exercise: Bubble technique for releasing trapped feelings...................................................111Alternatives to bubbles: more releasing metaphors..................................................................... 111

Method 3: The Exercise: Direct releasing for removing trapped feelings ......................... 112Method 4: Release with EFT: The Emotional Freedom Technique.................................. 113

All negative emotions have corresponding energy blockages..................................................... 113Emotional form of acupuncture.................................................................................................... 114Further information on EFT ......................................................................................................... 114EFT tapping points ...................................................................................................................... 115The Exercise: EFT for releasing trapped feelings........................................................................ 116Notes on the EFT exercise.......................................................................................................... 117Example of EFT: dont be shy; go for the big issues.................................................................... 119

Summary .............................................................................................................................. 12010. TIME TO RELEASE LIMITING BELIEFS............................................................... 123Feelings and beliefs are interrelated ................................................................................. 123

Which to release first? Beliefs or feelings? .......................................................................123Choosing between empowering or limi ting beliefs ......................................................... 124

Beliefs are everywhere...................................................................................................... 124Creating a list of beliefs that no longer serve you............................................................. 124

Beliefs about money.................................................................................................................... 126Beliefs about starting out ............................................................................................................. 127

How to know if you have a limiting belief? ........................................................................ 127Uncovering what is holding you back subconsciously. ..................................................... 128

The Exercise: Uncovering beliefs 1 ............................................................................................. 128The Exercise: Uncovering beliefs 2 ............................................................................................. 129The Exercise: Uncovering beliefs 3 ............................................................................................. 131Effects of subconscious limiting beliefs: an example................................................................... 132

How to release limiting beliefs ........................................................................................... 133Method 1: The Exercise: EFT for removing limiting beliefs............................................... 134

Notes on the EFT exercise.......................................................................................................... 135Method 2: The Exercise: Direct releasing for removing limiting beliefs ............................ 135

BSFF ........................................................................................................................................... 136What happens after you remove limiting beliefs? ........................................................... 137

New beliefs through affirmations.......................................................................................137Notes on affirmations ........................................................................................................ 138Another method for new beliefs ........................................................................................139

Summary .............................................................................................................................. 13911. FEELING GOOD ABOUT YOURSELF .................................................................. 141

Success comes from everywhere ...................................................................................... 141What happens when you accept yourself ......................................................................... 141


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Practical steps to accepting yourself ................................................................................ 142Using EFT to eradicate judgments....................................................................................142Using affirmations to accept yourself................................................................................143

12. SELLING WITH ANGELS....................................................................................... 145Sell ing from the heart .......................................................................................................... 145The real reason you re sell ing ............................................................................................ 145Selling for spiritual growth................................................................................................. 145

Shopping for lifes lessons.................................................................................................146You are not alone on your sales road ............................................................................... 146

Guides for sales? .............................................................................................................. 147The exercise: Meeting your guide..................................................................................... 147Ask and ye shall be guided...............................................................................................148Asking your guides: an example.......................................................................................149

13. PUTTING IT ALL TOGETHER ............................................................................... 151


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List of Exercises

Imagine a perfect sale .................................................................................26

Sitting in the Heart .......................................................................................41

Writ ing your dream sales vision .................................................................51

Closing the Loop..........................................................................................55

Mirror ............................................................................................................77

Sending Light ...............................................................................................81

De-cording: cutting the ties that b ind ........................................................82

Thank-affirmation.........................................................................................97

Learning to feel the feelings .....................................................................107

Bubble technique for releasing trapped feelings....................................111

Direct releasing for removing trapped feelings.......................................112

EFT for releasing trapped feelings ...........................................................113

Uncovering beliefs 1..................................................................................128



EFT for removing limiting beliefs .............................................................134

Direct releasing for removing limiting beliefs .........................................135

Meeting your guide ....................................................................................147


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1. My penny f inally dropped

The Devil tells a salesman, "Look, I can make you richer, morefamous, and more successful than any salesman alive. In fact, I

can make you the greatest salesman that ever lived."

Well, says the salesman, what do I have to do in return?

The Devil smiles, Of course, you have to give me your soul, he

says, but you also have to give me the souls of your children, the

souls of your children's children and, as a matter of fact, you have

to give me the souls of all your descendants throughout eternity.

Wait a minute, the salesman says cautiously, What's the catch?

The salesman in the joke above is me some 13 years ago, except that then it was

no joke at all. It was how I used to do my little monkey sales business.

I would do anything to get a sale. In fact I even bought a few books on hypnosis,

as my biggest fantasy at that time was to hypnotize a prospect and then sell

him/her piles of useless stuff. And if I could do mass hypnosis and sell even more

useless stuff, that would probably have made me walk on air.

Little did I care about anything as long as I had my precious sales. I knew only

that I had to be aggressive, persistent and be able to handle objections well. It

was not a very soft way of selling. I was all action, and believed that this was the

way to succeed. It took me years to understand that there could be another way,

that there is no need to cut anybodys throat in order to get my sales, and that it

can naturally come to me if I follow certain spiritual principles.

As I learned more about these spiritual principles, I started to see that selling

could be completely different. Now, in retrospect, I realize that it finally dawned

upon me after I made a fantastic sale to a large multi-national company. The sale

was simultaneously to this companys eight international offices, and it brought

me a very nice commission. Most notably, it took no effort on my part to sell

them. In fact, I never even attempted to sell them anything.


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I still remember that day when I was at the Telecom exhibition in Singapore,

standing next to the stand of the company where I used to work. I was just

relaxing after having spent the whole morning running around and giving

brochures to potential clients. Someone passed by and asked me a totally

irrelevant question. Since I always loved talking to people, we started a

conversation. I think we spoke about dating or the best places to go out in

Singapore.

Then after some time, he asked me what we sell. I did not want to switch topic,

but I reluctantly told him that we make smart machines that can help big

companies solve their network problems. I explained how they work and why

they are often necessary. He looked interested and said, Oh, I didnt know that

you make protocol analyzers.

Then he asked me to wait half an hour and soon came with another guy. They

told me about a specific problem in their network and asked if our product could

help them. I showed them what our product could do for their issue.

Then the second guy, who conveniently turned out to be a Vice President of

Operations of that multi-national, said that in three weeks they have an annual

meeting of their Asian offices and it would be nice if I could come and present my

product to all of them. Sure, I said. Just tell me where and when.

Their annual meeting happened to take place on a Monday, on the beautiful

island of Phuket, Thailand. This is not a place where I would normally have any

business. It is like going on a fully paid trip to Hawaii to meet a prospect. Actually

I just had a vacation there a few months ago and loved every minute of it. And

now they were asking me to come there on business!

Three weeks later I spent the most wonderful weekend in Phuket, and was ready

for a presentation. What was supposed to take an hour turned into a four-hour

discussion. The result was that they wanted my products. In fact, there was even

an argument about which office would get the product first.

During next couple of weeks we finalized the details and I got the purchase order.

What was conspicuous about this whole sale was that despite many things I did

with other potential clients, this one came to me on its own. It led me to look at

every major sale or success I had, and I noticed that many of them came when I


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was making the least effort. It was becoming evident to me that things can be

very different.

This book is what I wish somebody had given me somewhere along my journey.

Probably it was not meant for me to receive it. It seems that my soul had chosento go through many different stages and experiences of sales reality, and then to

arrive at a more spiritual perspective on sales. This book is the culmination of my

quest for a spiritual approach to selling and manifesting abundant reality.

The book can help you make your sales life easier, more abundant and certainly

more joyful. The tools and exercises offered here are very powerful, and are only

limited in their impact by your willingness to put them into practice! I wish you a

wonderful transformation from your reality today to your amazing sales reality of

tomorrow.


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2. In the beginning

When I was twenty years old, I had an interesting conversation that left methinking for years later. I was a full-time student and I needed an evening job to

sustain myself during my studies. Not willing to work too hard, Ifound a job as a

door-to-door salesman for a company that produced low quality oil paintings. If

you ever had experience with door-to-door sales, youll immediately agree that

this position demands some of the most aggressive sales tactics.

I learned that in door-to-door sales, no matter what you sell: paintings,

insurance, encyclopedias (no need to carry them, just the sales brochures), if

youre not a hard seller, then you probably wouldnt last too long.

We were about thirty sales people divided into small teams of six or seven. A

team leader would bring us in his vanto a small town, and then each of us would

grab a few paintings and start knocking at people's doors.

It took me couple of weeks to understand the mechanics of door-to-door sales.

There were simple rules that, when followed,would quickly bring me into a

house. I would then present my paintings and before the trusting prospect evenblinked, there was I with, OK, so you are buying this one or those two? Paying

with a check or cash? In many cases it worked.

I learned that getting into the house was fifty percent of the job. I would knock at

a door and when questioned who it was, I would answer with a firm, Me, and

the door would open as if by magic. I would quickly put my foot past the entrance

and bulldoze my way into the home of my unsuspecting future customer. There,

in no time would I spread the paintings around my victim's apartment, sometimes

despite his/her rigorous protests.

I would always say that the paintings belonged to some imaginary friend of mine,

a poor talented student in local Academy of Arts. It was not true, but it touched

peoples hearts. What did I care, so long as it brought me the sales!

As you can see, back then at the very beginning of my sales carrier, I would not

hesitate if I had to bend the truth to a certain degree, so long as I got my money.

A few weeks down the road, somewhere deep inside of me I started to feel bad. Iknew I was cheating people by selling them one-dollar paintings as works of art


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by some mysterious art student. But the whole thing worked well and brought me

a few good sales during evening hours. So I would figure that somebody wins,

somebody loses. And my conscience would be still quiet again. It was nothing

really unusual for a door-to-door salesman, such as I was.

There was, however, something unusual. When I spoke to other sales people in

the company I found that everyone sold moreor less the same amount of

paintings except for one guy. He actually sold up to five times more than anyone

else. Now that made me curious! I could hardly believe it.

As coincidence would have it, one day I ended up working in the same team with

the wonder salesman for a whole week. I could check if he was in fact selling so

much more than the rest of us. He did! He consistently had far more sales than

anyone else. And he happened to be a niceguy too, not the typical pushy sales

pest that you would rather not meet, but just a normal good guy.

I decided I was going to talk to him about his secret of success, and could hardly

wait for the right opportunity. I felt if I knew his secret, I would be able to sell

five times more myself. In my mind's eye I alreadyenvisioned myself armed with

this new mysterious knowledge and getting sales from every house I entered. Ah,

how beautiful life would be!

Finally, a few days later I found him alone and approached him. I had so many

questions. The first, of course, was just how he sells so many paintings. Does he

present them in an unusual way? Does he say something extraordinary that

makes his potential customer want to part with his money immediately? Does he

know something special about people's psychology?

I also wanted toknow how he succeeds despite being such a nice guy. Didnt he

have to push and lie here and there like everybody else?

What do you think his answers were?

I dont know!

He mentioned a few general things about connecting with people and leading the

sale, but he couldnt really elaborate. He couldnt put his finger on it; he said he

just does it.


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Now that answer was not good enough for me. I thought if I just knew howhe

does it, then it could help me with my sales. So I started inventing theories why

he was so successful. I still thought that maybe he knew something that the rest

of us did not. Or maybe he was better educated or had deeper insights about

what motivates people?

But there were smarter sales people in the company, some with years of sales

experience, some even withdegrees, though that didnt help them. So

knowledge, education and even experience were definitely not the answer.

That conversation left me thinking and searching for this secret for years. Since

that time I had many jobs in sales, ranging from door-to-door and street sales to

managing sales in a public companyhandling million dollar projects, and to

having my own business.

As part of my sales jobs I traveled to many countries and worked withhundreds

of local salespeople. Some were brilliant, others were ordinary, some had huge

successes and yet others were just getting along. I would watch them closely,

how they made their presentations, how they communicated with customers and

how their customers perceived them and the products they presented.

I started to arrive at some answers. I learned some effective sales techniques,used by most successful salespeople. I could name numerous useful qualities that

most great salespeople had,such as good communication skills, ability to see

things from the prospect's point of view, enthusiasm, self-motivation, positive

attitude and so on.

At the same time I met lots of knowledgeable and positive people that just could

not sell. Or they would sell, but would fall far below their potential. Some would

work too hard and miss the joy of it. Or they would almost make the big sale, but

then something would go wrong. It seemed like there was something else beyond

these helpful personal qualities and sales techniques that eluded me

What I was about to learn changed the way I would approach sales. My new

understanding eventually grew to be based on deep spiritual principles. It took

me years to arrive at these truths but it was worth the journey. Of course, had I

known these things from the very start of my sales career, I would have made far

more sales in less time and enjoyed them more. But better late than never.


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So here in this book it is my purpose to share with you what I have learned and

what I believe can help you succeed in getting the right customers and abundant

sales for your business, all without compromising your spiritual values. The

information, and especially its application, can make it easier for you to have

effortless sales, where everything just perfectly falls into place.


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3. You create your sales reality

What successful salespeople have in common

One of the first significant things I noticed that successful salespeople had in

common was that they expected, almost assumed, that customerswould

purchase their products. It was a completely natural effortless kind of

expectancy, similar to the one that you have knowing that tomorrow will be

another day. And that after tomorrow there will be yet another day. I felt this

simple discovery was a good beginning to my understanding of spiritual sales

secrets.

At the same time, when I thought about it, it seemed unbelievable that my

expectation could influence my sales results. I used to be the type of person that

needed proof for any new idea, thanks to my engineering background, so I

decided to validate this issue of expectancy by finding other examples. To my

surprise there were plenty! I quickly came across lots of information about

various scientific experiments dedicated to this subject of expectancy. Several of

these experiments had very far fetching implications.

Rat experiment

In 1971 Robert Rosenthal, a professor of social psychology at Harvard, in one of

his studies, gave his students two groups of rats. The students were told that one

group of rats were maze-bright and were bred specially to run mazes quickly.

The other group of rats was called maze-dull rats. In fact, without students

knowledge he divided rats into two groups completely at random and there was

no difference between the maze-bright and maze-dull rats.

The results were that the rats that were expected to be smarter ran the maze

faster and improved daily. The rats that were believed to be stupid were slower

and made more errors.

Isnt it remarkable that the students expectations had such an impact on the

rats behavior? We know from many studies about common placebo effects

observed in medicine. Patients take a sugar pill believing it is the prescribed

medication, and their condition gets better according to their beliefs about the

medication.


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But the rat experiment illustrated something far more radical: that our

expectations can even influence external events involving other (rat and

human) beings.

Quantum physics experiment

I also learned about an interesting quantum physics paradox. In the famous two-

slit experiment, electrons were beamed through a screen displaying both particle

and wave behavior. If an experiment was conducted to show that electrons were

particles, then they behaved as particles. If the intent of a scientist was to

measure electrons as a wave, then they behaved as a wave.

In the two-slit experiment, if the physicist looks for a particle

(uses a particle detector), he will find a particle; if he looks for a

wave (uses a screen as a wave detector), he will see a wave

pattern before him [Zohar & Marshall, The Quantum Society:

Mind, Physics, and a New Social Vision].

This experiment demonstrated that a conscious intent of the observer actually

determined the electrons behavior. In other words, the mind of the

experimenter produced a change in the material world according to his

expectations.

Setting sales expectations

While this might be groundbreaking in science, how does it relate to your sales?

An obvious application is that if you want to succeed, start expecting to succeed!

When you expect to make big sales, the world will change to fit your expectation.

You willmake big sales!

In practical terms it means if you expect to make $1,000 a month in sales, this is

what you will receive. Change it to expecting $10,000 a month, and you will be

well on your way to this number. Expect easy sales, and they will become easy.

Now that I discovered that expecting the prospects to buy my products will help

me with my sales, how do I get myself to that level of expectancy? Do I just

decide to start expecting that every customer will buy my product? Or are these

expectations a permanent part of my psyche and thus not given to change?


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Why we expect the things we expect?

Webster's New Universal Unabridged Dictionary defines expect as to look for as

likely to occur or appear. My next question was, What makes a person look for

certain things as likely to occur and not others?

After numerous observations and extensive reading, it was clear to me that any

expectation had a corresponding underlying belief. Whenever we expect any

specific outcome, desired or undesired, the expectation is according to what

we believe. If there is no supporting belief, then it will be hard to expect a

specific outcome.

Think about it: Can you expect to make big easy sales if deep inside, for

whatever reason, you dont believe that it is possible for you?

Beliefs become facts

Taking it one step further, it is possible to see that strong expectations have

strong underlying beliefs. This is what is typically called knowing. Most things

that we know are really very strong beliefs that we hold about these things. For

example, for thousands of years everyone knew that Earth was flat. Most never

took the trouble of questioning it. Yet this was an established fact that everyone

believed strongly.

Nowadays we know, or should I say strongly believe, that the Earth is round. It is

obvious even to a young child. It is even funny to imagine now how people at

that time thought that the Earth was flat. Do you just fall off when you get too

close to the edge? And where exactly would you fall to? But at that time it was

such a common belief that practically nobody doubted it. So today looking back,

we can use this historic perspective to learn that just because everyone thinks

the same way, it does not make it a fact.

Most facts are merely strong beliefs that we once accepted as truth. In fact, there

are probably very few real facts that we can say for certain are facts! Most are

just strong beliefs and perceptions that we often take for granted. Even many

scientific facts become obsolete with the arrival of new facts to replace them. It

is essential to bear this in mind when confronting our own limiting beliefs or those

of other people. Most often these facts are very strong opinions, especially so in

such non-scientific areas as sales.


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So it is important to understand that your beliefs are just that: beliefs, not facts

of life. Each one is something that sometime you consciously or

subconsciously chose to believe.

So if you chose them before, then it follows that you can also pick new beliefs anddiscard the old ones. We could discuss whether your beliefs are right or wrong,

but a better question would be whether or not they serve you. If they do,

excellent. If not, then why not choose more empowering beliefs?

Whether you think you can or you can't - either way you are right.

- Henry Ford, founder of the Ford Motor Company

I continued by asking myself what other beliefs would contribute to improving

sales. So with time I noticed that successful salespeople had other common

beliefs. For example, they truly believed their products would benefit their

customers. By selling their products or services they believed they were helping

their clients fulfill specific needs or desires.

At this stage of my exploration I knew that I was on to something big: the

importance of beliefs. It seemed that working with my beliefs would have long

lasting effects on my sales. I still did not know how to uncover any hidden beliefs

or indeed how to change them, but the idea that I could change my world by justchanging my beliefs seemed very exciting.

From beliefs to spirituality

A few questions were running through my mind. Was the issue of beliefs possibly

the only key to why some people naturally sell well? Were there other factors

involved that influenced my sales life?

At around the same time, I began an interest in Yoga, Tao, meditation, chakras,

energy healing and other similar things. I attended many seminars and

workshops with wonderful teachers. Spiritual activities became an integral part of

my life. Yet, it seemed that I was living a double life. One part of me wanted to

succeed in sales and career, while another part wanted to experience the divine

and become free.

Gradually over time, the two parts of me started to merge and become one. I

began to see a direct connectionbetween the practical side of success in sales,

and the apparently esoteric concepts like energy healing and beliefs.


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Choose your reality

I learned that we create our reality by our beliefs, our thoughts and our feelings.

This includes all the circumstances, events and people in our lives. It is not by

chance that we have our life the way it is, in all areas: our relationships, jobs and

financial abundance or lack of it. Part of the reality we create is our sales reality,

our income, even the products and services we choose to offer. We are utterly

responsible for every single thing that happens to us.

It was actually very good news for me. Since we create our reality with our

beliefs and feelings, it follows that if we want to change our reality, all we need to

do is just to change our beliefs and feelings. Once this is done, the external

reality will just match our new internal one.

This means new opportunities, new people and new circumstances will present

themselves to us since we attracted them. And herein lies the hope for a new

beginning. We do not need to take care of any external conditions or reality so

to speak. We only need change our internal reality.

If this violates your current belief system, I can relate. When I first heard the idea

of being responsible for things that seemed outside my control, I also thought it

was ridiculous. By learning and practicing simple techniques from this book, you

can decide for yourself if you believe it. The proof of the pudding, as they say, is

in the eating. All I ask for is an open mind.

These techniques have worked for me and many other people and certainly they

can work for you if you give them a chance. You can change your thoughts and

feelings and then witness how your reality changes accordingly. And most

importantly you will enjoy larger and smoother sales, brought about with less

work and more joy.

What you believe is what you create in your life. For example, if you believe that

you need to work hard to get a decent sale, then this is exactly what you will

experience. If you believe you can attract sales instead of chasing after them

then this is what you will experience.

Furthermore, your beliefs influence your perspective, and you interpret events in

accordance with those beliefs. If you believe in abundance you will see it

surround you. If you believe in scarcity, you will notice it everywhere. Even when

there is enough information suggesting the opposite, we look for and find the


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evidence that supports our beliefs. This then becomes a vicious circle: belief

creates an experience that strengthens the belief.

The forces behind creation

There is a direct correlation between beliefs, thoughts and feelings. Most of the

time our thoughts come from our beliefs. Simply said, having a certain belief

causes us to be more tuned to supporting thoughts.

For example, if you believe that a given market does not have much to offer,

most of your thoughts regarding this market will reflect your belief, and they will

be rather limiting. So any actions, if any, that you undertake in this specific

market will also be rather limiting. Why bother?

On the other hand, if you believe that this new market has lots of potential and is

just waiting for your products, you will find yourself thinking completely

differently. You will probably think constructively about exploiting wonderful

opportunities in this market. Your actions and ensuing success will speak for

themselves, and the Universe will smile upon you.

Two people can look at the same situation, and because of different belief

systems, they would have completely different opinions about it, leading to them

deciding and acting in completely opposite directions. This reminds me an old

joke I heard some time ago.A company sent two salesmen to Africa to open new markets for

leather shoes. Three days after arriving, one salesman sent an

email to the head office, saying, I am returning on the next flight.

No possibility of selling shoes. Nobody wears shoes here. Everyone

goes barefoot.

There was no response from the other salesman for about two

weeks. Then a fat airmail envelope arrived at the factory with this

message: Hundred orders enclosed. The prospects are unlimited.

Nobody wears shoes here! Everyone goes barefoot!

Beliefs also have an impact on how we feel. Most of our feelings are related to

beliefs and thoughts. For example (I know, it is a bad example), if you lose an

important sale you might feel frustrated because of an underlying belief

(judgment) that it is bad for me to lose a sale. Yet if you believe there are lots


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of more fantastic sales waiting for you around the corner, then losing a single sale

would not worry you, and you will therefore feel different and take the whole

issue much lighter.

Defining beliefs and feelings

For the sake of clarity let us define a belief as an idea that we accept as true,

and let us define a feeling as an internal reaction to an event. An event can be

externallike watching a sunset, or it can be internallike thinking about having to

do the dishes (yuck!). In most cases, though, it is the thought or the judgment

about an external event that triggers a certain feeling.

For example, if your boss gives you a raise youd probably feel joy. If she gives a

raise to everybody but you, then youd probably feel anger. Here a feeling of joy

or anger is activated by an external event (and, of course, your thoughts about

it).

Feelings are everything

Sometimes we are not even aware of the cause of a feeling. You know it when

you wake up feeling fantastic, and the whole world smiles at you. And then

couple of hours down the road the feeling is lost.

Something happened during those hours to which you reacted subconsciously.

But you can become aware of what brings your energy down by paying attention

to how you feel. Then by being an observer, you will discover what pushes your

buttons. This is the first step to changing your inner reality: becoming

conscious of what makes you feel a certain way.

Feelings often have accompanying physical sensations. If you are scared to death

before giving a presentation to an audience, you may have a jittery stomach or aracing heart. Most of the time, though, the sensations are more subtle.

Paying attention to these bodily sensations can be useful for those of us who have

lost touch with our feelings. Every sensation has an underlying feeling or thought

that caused it, so after observing these sensations over time, it will be easier to

get connected to the feelings again.

There are couple of reasons why I devote so much time below to feelings. First,

as you will see your feelings are very important in the process of creating

anything. They can help you tremendously to create your sales success.


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Second, your feelings are a very good assessment of where your energy level is

at any given moment of time, or what we can label as your vibration.

Third, we naturally want to feel good. Very often when we want something, we

actually want the feeling that goes with having it. For example, great sales ontheir own can be just one part of what you want. Feeling successful and powerful

can be just as important.

So if you want to change your sales reality, it would make sense to release

anything that stands between you and feeling the way you want.

Law of Attraction

So it is not by chance that your life is the way it is: your sales situation, yourrelationships, your job and your level of financial abundance. You have created or

attracted all these things into your life according to a fundamental energy

principle called the Law of Attraction. It states that like attracts like, that we

attract experiences that are of a similar vibration to our thoughts and feelings.

Something is in your life because you had a similar vibration to it, so it

was attracted into your space. This process of attracting continues forever:

whatever you vibrate is what you will get.

Vibrations

Take something at hand, for example, your hand. Notice that it looks solid, not

transparent (unless you watched TV for too long). Have you ever wondered why

this is so? It is because your eyes receive various light vibrations, and the brain

does a fantastic job at translating these vibrations into something you see: your

hand!

Just as you receive light vibrations reflected from your hand, so everything else

has its own vibration or set of vibrations. This is because everything in the

Universe is made of energy even though we do not see it with our physical eyes.

Modern quantum physicists agree that the world is not hard and solid, as it

seems. Einstein showed that everything is made of energy with his famous

equation:

Energy equals to Mass times the speed of light squared.


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Look at your hand again. You see the skin, but you know from basic physics that

your hand is made of molecules, which in turn are made of atoms. Atoms in turn

are made of sub-atomic particles. And these sub-atomic particles are really tiny

bits of energy. So on an energy level we can say that your hand is energy

condensed in the form that you recognize as your hand. You just perceive this

energy as solid matter, with help of your senses and your brain as interpreter.

So everything is composed of energy. And since all is energy, everything vibrates

and has its frequency or set of frequencies. This also includes us, humans. We are

also made of energy. We are really energy beings. And we constantly send out

and receive vibrations.

Your hand has its own vibrations, so does your brain, liver and any other organ in

your body. You as a whole simultaneously and continuously send out and receive

vibrations. Every time you have a thought or a feeling you send out a

specific vibration. If you habitually entertain certain thoughts or certain

feelings, after a while they become your predominant vibrations.

Has it ever happened to you that you could sense vibrations of other people and

immediately have an inner feeling about them? Or know how they feel? Or when

the phone rang, your friends name popped up in your mind, and when you

picked up the phone, there she was! What happened was that you felt the energy

vibration when your friend was thinking to speak to you. This information then

made its way to your conscious mind in the form of a name in your head.

Vibrational Mechanics

Our thoughts, feelings and words are very real things. Each one has its own

energy vibration with its corresponding specific frequency. When you think about

closing a fantastic sale, you set the energy in motion. As a result of your focus,

these fantastic sale vibrations attract similar energy vibrations from the

Universe. This is the Law of Attraction in action. We are like big walking antennas

that continuously send and receive multiple vibrations at the same time.

These similar energies that you attract begin to build up in your energy space. It

goes on until you have enough vibrations of similar frequencies in your space,

and then they finally crystallize on the physical plane. They can manifest in the

form of specific events, people or opportunities that you pulled towards you. You

create new reality, corresponding to your thoughts and feelings.


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Antennas in act ion

The other day it snowed heavily and it reminded me of the manifestation process.

The next time it snows, look at the sky. Even if you could reach the clouds and

touch them with your hand, you probably would not feel much. Clouds are just

not solid enough as they are made of water vapor. As it gets colder, the small

droplets of water in the clouds turn into small ice crystals, the cloud becomes too

heavyand falls to the ground in the form of snow.

I believe the same thing happens with energy. First it is in a form of thoughts and

feelings. Then once there is enough energy with a similar vibration, this intangible

energy of thoughts and feelings crystallize into dense physical reality. In other

words similar patterns of thoughts and feelings manifest themselves on the

physical plane.

Our energy vibrations attract all the situations in a physical reality. How you

vibrate will bring you the circumstances that match your vibrations.

Another analogy is the way tourists from Asian countries do not get lost in the

multitude of other people in big cities in Europe: they follow their tour guide who

holds their national flag high in the air. Even amongst huge crowds, the tourists

quickly see the flag and use it as a beacon to gather round their tour guide.

The same process takes place in your life, only that you are the tour guide in your

life. You hold up several specific vibrations (flags), and then matching energy in

the form of circumstances or people invariably find their way to you.

Watch it happen

We can also witness this manifestation process in ordinary life situations, often

repeated with amazing precision. People are not satisfied in their relationships,

and blame it on their partner. Finally they separate and later they find themselves

in another relationship: different partner, different relationship, but after some

time exactly the same problems appear.

What happened? In energy terms, whatever it was in the first place that attracted

the problem was still there. The same beliefs, the same thoughts and the

same feelings result in the same vibrations being sent out. Therefore the

same problem was attracted again.


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Or take, for example, someone who is always deep in financial debt regardless of

the salary. Again, as long as the pattern that attracted or created the financial

debt is not changed, this situation will keep repeating.

I have also seen opposite cases in which a person seems to have the Midas touch.I met one young man who, at the age of twenty-five, already had his own

newspaper and a chain of successful companies. He always seems to be in the

right place at the right time. Whatever he launches turns quickly into success, no

matter what the circumstances are. His beliefs and thoughts simply do not leave

any room for failure. He focuses on what he wants to accomplish and his

predominant vibration is that of success. And he literally attracts it.

Another person I met changed his destiny when he discovered that his

predominant vibration was that of not enough sales. No matter what his sales

were he would always say not good enough. Nothing seemed enough for him

and his vibration was just that: not enough sales. Even though he seemed to be

doing right things in terms of marketing, and he did have some sales, he still only

managed to break even. Business success seemed to elude him. After he realized

how he was blocking his success with his self-criticism and his focus on not

enough sales, he was ready for a fantastic turnaround.

Feelings translate into vibrations

If vibrations are so important, how could you know your dominant vibration at

any given moment? Its quite simple, actually. Just notice how you feel.

We, human beings already have this built-in sensor in form of feelings. How you

feel and think translates on an energy level into how you vibrate. It is just much

easier in most cases to notice your feelings than your thoughts. So if you want to

know what energy you are sending out, just pay attention to your feelings.

Are you feeling any of these feelings: love, joy, piece or gratitude? If so, then

your vibration is currently high.

Anytime you start feeling anger, guilt, fear or worry, you have dropped your

vibration. Or in the case of sales, if you are feeling frustrated about your current

sales situation, then you are attracting even more problems with your sales.

If, on the other hand, you are feeling successful, you become attuned to thefrequency of success, and thus start to attract even more success. The result will


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be that the Universe then supplies you with more situations in which you

experience sales success. Feel grateful for whatever sales you currently

have, and you set the stage for more sales.

Therefore since thoughts and feelings generate corresponding vibrations, how youfeel and what you think has a direct impact on what reality you attract.

Your thoughts and feelings attract the corresponding reality to you.

The power of focus

Here is a simple exercise that you can start immediately to change your energy

level.

The Exercise: Imagine a perfect sale

Take a minute now to imagine your ideal sale. Imagine that you are now with a

potential client. You see yourself making a terrific presentation or talking about

your service. The prospect is very interested. You hear her excitedly telling you

about how she will use your product or will benefit from your service. You sense

great rapport you have established.

You know that what you offer will bring lots of value to this customer and she isthrilled about the whole thing as well. The price has already been discussed and

there is complete agreement. The sale is closed, and everyone is happy. You are

all smiles, you thank your new customer and she thanks you. You feel deeply

grateful for this excellent and effortless sale.

You changed your focus

What you may have noticed that after mere half a minute of this simple

imagination exercise, something in you has changed and feels different. You

might sense a different vibration present.

What have you just done? You chose to imagine something, and just by doing so,

your vibration changed. The moment you started to imagine this perfect sale,

your focus changed to a perfect sale. And so did your vibration. So by simply

changing focus, we change vibration. This process of changing focus occurs many

times during your day, mostly going unnoticed.


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Focus and vibrations

Simply said, focus changes our thoughts and feelings and therefore our

vibrations. What you regularly and consistently focus on will change the

vibrations in your space. This, in turn, will bring the experiences matching these

vibrations into your life. What you focus on comes to you and expands in your

life.

If focus is so important, then the obvious question is, What do we focus on and

how can we change our focus?

You get what you focus on

Everyone focuses. I do. My friends do. You do as well. You may not be aware of

it, but you still do focus. To focus is simply to maintain attention on something

specific. Not like a police officer recently said on TV, we focus on all directions.

Sometimes it is very easy to see when we focus, while other times we just dont

realize it.

When you think of yesterdays dinner and how you enjoyed it, you focus on the

great dinner and the joy you had. Vibrationally you invite more great dinners and

joy to come. When you speak about how hard negotiations were with a greedy

customer, you focus on it. By focusing on it you attune to hard negotiations and

greedy customers vibration, and give birth to more of the same kinds of

experiences. Soon you will find many more greedy customers with difficult

negotiations.

If on other hand you caught yourself thinking about how easy a sale went,

congratulations! Spend more time thinking and feeling it, and you will soon

experience more sales of this kind.

Choosing focus

At work or in your business, do you usually focus on positive aspects such as

happy customers that you helped, possible successful promotion, fabulous growth

and your excellent money situation? Or do you fear (and therefore focus on)

potential obstacles or think of many possible things that could go wrong?Most of us tend to focus on both the positive and the negative. Some people

focus more on the positive and we call them optimists, while others spend theirattention more on the negative, and we call them pessimists. The majority of


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people, though, are somewhere in-between. Life matches the focus: optimists

have better health, better lives, more prosperity and deal better with various

difficulties, which arise on the way.

A common example of negative focus is concentrating on lack, or on what you donot have. Next time you notice that you talk about a difficult sale or not earning

enough money, stop and just observe where you put your focus, because this is

what is going to expand.

Are all of your sales difficult? Could you find some, or at least one, not-so-difficult

sale? Did you earn anything at all last month? Dont say that you earned almost

nothing, because in doing so you are focusing on it, and next month you may

invite half of this nothing. Focusing on lack is a way of looking at the half-empty

glass.

If you find yourself complaining that you have no free time for yourself, you are

focusing on the negative, and soon you may find you have even less free time.

There is always some success present, always some abundance, always at least

some money or some free time. We will experience more of these things or

qualities depending on how much we notice them already present in our lives.

Conversely, the more we focus on our lack of success or lack of money, the fasterwe will see their decrease.

To everyone who has, more will be given, and he will have abundance;

but from him who does not have, even what he has will be taken away.

- Jesus

What would happen if you started to focus consistently on positive things and

possibilities?

You will be creating more and more corresponding successful experiences, and

attracting happy customers and positive circumstances into your life. Your sales

life would be much more flowing and effortless. And even when you come across

some problems or obstacles on the way, your focus will easily attract solutions.

Simple Secret of manifesting anything

A simple procedure for manifesting anything, which certainly includes success in

sales, is focusing on the end result of what you want.


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1. Decide what you want

2. Focus on it until you receive it

Ha! Is that all? This process is so simple that many people not yet familiar with

this idea would disregard it as too good to be true. Yet simple does not meaneasy. In fact, it can be rather difficult to stay focused on what you want,

especially when things do not initially go as you would have liked.

It is easy to stay focused on having many clients when you have them, but what

about holding the focus steady when reality says the opposite, with no clients on

the horizon? Easier said than done. Yet, this is exactly the way to manifesting

what you want.

A few years ago I witnessed how one friend of mine was opening a new retail

business with a potentially hot product. Initially he was full of enthusiasm

preparing all the colorful flyers and brochures. Everything was going well and

since he did his marketing well, more and more shops started to sell his product.

He was happy.

However, after a few weeks another company with a similar product entered the

market. My friend got worried about losing the market to the competitor, not

considering that there may be enough room for everyone.

Soon his sales peaked and began declining. Now, instead of keeping his focus on

what he wanted, which is growing sales, all he could focus on was how bad things

were going for him, how sales were going down and how his competitor was

getting his potential customers.

He got more worried, and fears and doubts became his friends. He did not realize

that his energy only accelerated the process. He allowed his fear to dominate him

and forgot (or more precisely did not know) that he attracted his reality, which

included his customers, his market conditions and his sales. Had he stayed firmly

focused on his vision of success, the Universe would have matched his focus, and

sales would have found their way up.

Another person I met was behaving quite the opposite. A young woman in her

late twenties was setting up a business in a specific food industry, where until

then only big corporations were present.


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Everyone told her she was doomed to failure, saying that it was impossible to

succeed being a small player. Did she listen to them? Yes. But did she believe it,

take it to her heart and focus on possible failure? No way! She had obstacles, but

she always stuck to her vision. Barely three years later, I heard someone from

the industry speak about her business, and I realized that she had become one of

the big corporations!

What holds back your sales?

Limiting beliefs

If focus is so important, why then do we tend to focus sometimes (and for some

of us most of the time) on negative issues which further bring more negative

experiences into our lives? If just changing focus would change our lives,why doesnt everyone just change their focus and enjoy the complete abundance

in life? The answer lies in our sub-conscious beliefs and trapped feelings.

Limiting beliefs cause us to see the world in a limiting way, cutting us off from all

the available abundance. This results in thoughts or feelings with negative focus.

If, for example, you have a belief that money is hard to get at these days, or

there are not enough opportunities, then even presented with excellent

opportunities you will be less likely to notice them, and instead focus on what is

missing or why they would not work out. Remember those shoes salesmen in

Africa? Reality is what you believe it to be.

Trapped feelings

The other obstacle to accessing abundance is that of trapped feelings, those

feelings that we did not express at a certain time in our life. Unexpressed anger,

hurt and other similar feelings usually they have their origins in our childhood.

Consciously we may not remember the circumstances when we suppressed these

feelings, but subconsciously we are still manipulated by them. Frequently the

circumstances were so painful to our child psyche that we could not deal with

them consciously as young children. We buried the feelings and forgot the

experiences but their energy is still here, present at a cellular level.

Our trapped feelings can also go back to a time before we were even born. In her

excellent book Feelings buried alive never die, Karol Truman shows how the

feelings of parents in the prenatal period strongly influence children. They

establish incorrect perceptions, and they can also develop problematic emotional


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predispositions. For example, children from unwanted pregnancies may grow up

feeling unwanted. Can you imagine selling while subconsciously feeling that you

and your products are not wanted?

These trapped feelings stay with us for years, many times even throughout ourentire life. They want to use every opportunity to express themselves, and

will attract situations that give them the chance to do so.

You probably noticed that some people experience the same patterns of feelings,

time and again. One person is always angry about something, another always

finds something about which to feel resentful, yet another one complains

constantly and acts as a victim. Some other people seem to relish struggling and

suffering. Not that they never experience joy or love, it is just that they seem to

be conspicuously stuck with the same negative feelings.

The impact of feelings and beliefs

Many of our limiting beliefs and trapped feelings are constantly reflected in our

sales reality. For example, one of the most common fears of a salesperson is the

fear of rejection. Where does it come from? It could originate in early childhood

and be strengthened later in life with many small or big events. Almost everybody

had his/her sincerest desire denied at one time or another by well wishing

parents or strict teachers.

It could be something as prosaic as asking for an ice cream when you were young

and getting a stern No! It could make you think there is something wrong with

asking. Just that single moment of rejection could bring a fear of approaching

customers in the future. And when we have a fear of rejection, what do we invite?

A situation in which we are rejected, in other words no sale for today.

This does not mean to say that we should always say Yes to children no matter

what the circumstances are. It simply shows the dynamic from a childs point of

view.

These trapped feelings, like limiting beliefs, cause us to have a negative focus. If

I am afraid of rejection, what will I worry about most when talking to a prospect?

Subconsciously I will be sending out a single vibration, Do not reject me! Or if

someone has a fear of failure, what will be the approach to the potential sale?

How to succeed? Unfortunately, more probably, they would be focused on How

not to fail.


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These vibrations of negative focus will attract even more negative thoughts and

feelings, all related to the fear of being rejected or unwanted. They can appear in

various forms such as anger about a stubborn client, frustration for having not

enough customers, or fear of a strong competitor.

Summary

Manifesting abundance in sales, or in anything else for that matter, is as simple

as keeping focus on what you want, and letting the abundance come to you in the

form of opportunities, people and events. But there are a number of factors that

hold us back from focusing on what we want, and therefore from letting sales

happen. Here is the typical sequence showing how we create our reality:

1. Limiting beliefs and trapped feelings result in having a focus on the

negative or the lack.

2. Focus on the negative or the lack further attracts negative thoughts

and feelings.

3. The energy of these negative feelings and thoughts magnetize

more matching vibrations until they crystallize in the form of

corresponding events.

This means that if we want to keep focus on effortless and abundant sales, one ofthe cornerstones must be removing limiting beliefs and releasing trapped feelings.

Releasing these beliefs and feelings will free you from focusing on the

negative or on what is missing.

In the following chapters I will thoroughly discuss common limiting beliefs and

trapped feelings related to selling. You will also learn and practice powerful

techniques of releasing them. Then it will become easy and natural for you to

keep focus on what you really want.

Each time you let go of a limiting belief or a trapped feeling, you release one

more internal obstacle that would have focused you on what you do not want.

You will be able to keep a steady focus on what you do want without being

influenced by external conditions, since you know that you created them, and

now you are creating new ones. With this knowledge and skill, you have opened a

door to creating miracles, be it with abundant sales, abundant riches or personal

happiness.


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4. A spiritual profession

Can sales be a spir itual profession?

One of the most widespread subconscious beliefs that many spiritual or well-

meaning folk have, is that it is somehow wrong or bad to sell. I feel we have to

address this belief early on in this book, since otherwise it will always be an

internal barrier to realizing your full sales potential. So if we started talking about

spiritual things let me ask you, Can sales be a spiritual profession?

You may be thinking of a minister, a priest, a rabbi or even a marriage counselor

trying to save someones marriage as spiritual, but a salesperson? Are you

kidding?

I ask you now for a few short moments to put aside all of your previous

experiences where salespeople successfully pushed your gentle buttons, and

consider the question again. Deep within yourself you may already know the right

answer. Selling can be a very spiritual business.

If you are a reader who recently met a pushy salesperson trying to force you into

signing a strange piece of paper with some digits suspiciously resembling your

credit card number, then your view of the sales profession might be anything but

spiritual!

Or have you recently opened a door to some sneaky door-to-door salesman who

begged you for just a short minute and ended up wasting a long half-hour of your

precious time? If yes, then you might even be angry at my suggestion that there

is anything spiritual about sales.

A sale around every corner

But wait! Before we judge the whole profession of sales based on these tragic

experiences, I invite you to see the bigger picture. Let us consider how we obtain

the things we have. Most things or services we have received were either from

people or companies.

In todays world, it is seldom that you do everything by yourself. Even if you are

completely self-sustained and you grow your own vegetables and sew your own


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clothes, wouldnt you agree that there would probably still be a few things that

you would barter trade with your neighbor. There you have it: that is a sale.

When you exchanged what you had with what you needed, you made the sale. It

could be your homegrown potatoes with your neighbors t-shirt (oh, no, only nothis dirty t-shirt!). Before you exchanged goods, each of you had to show the

other one what you had: the product presentation. Then you probably wanted to

try on his t-shirt, and he may have wanted to taste your potato chips: the

product evaluation. And you somehow had to agree as to how many potato chips

were equal to one t-shirt: the price negotiation.

Finally, each of you is happy, you with your new cool t-shirt and your neighbor

with your potato chips in his stomach. The sale is closed.

The root o f all evil or a spir itual energy?

In reality, though, we mostly get goods and services through money, not barter.

Money is just a symbol that society agreed to use for a measure of exchange.

Some people do not like to talk about money, thinking there is something wrong,

bad or even evil about it. But then think what a world we would have without

money!

Actually thousands of years ago people used various objects as money, but today

it is more customary to use pieces of paper for that purpose. Today you dont

need to carry twenty-seven beans with you to buy a piece of Roquefort cheese.

You just give money for the exchange of cheese. Or you simply slide your neat

credit card, sign and the deal is closed.

Money is actually a very spiritual energy. You receive this energy equal in value

to your service. Supposing you give it with love. What you get in exchange, then,

is love in the form of money.

If some part of you thinks money is not good or filthy, this belief is a

serious obstacle to your prosperity. In that c

letting sales happen 1

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