\”The most important persuasion tool you have in your entire arsenal is integrity.\” –Zig Ziglar

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\”It is necessary, then, to cultivate the habit of being grateful for every good thing that comes to you, and to give thanks continuously. And because all things have contributed to your advancement, you should include all things in your gratitude.\” -Wallace D. Wattles, The Science of Getting Rich or Financial Success Through Creative Thought

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Have you ever noticed how much Americans like to talk? They love to talk, they love to be talked to with their televisions and radios and computers constantly talking, talking, talking. They seem to delegate silence or stillness with those few get back to nature days (and even then, I noticed a kid with a GameBoy the last time I was in the park). There seems to be a fear of silence especially when we\’re conversing. The spaces in between words feel awkward to us. Someone HAS to be talking or we\’re simply not communicating effectively (or so it seems). And the worst is in sales, when we\’ve got the product or service sold, and somehow we can\’t keep our mouths shut and therefore ruin our chances in some cases.

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Under the heading of \’human nature\’ comes lying. Humans lie. Period. Big lies, small lies, lies to spare feelings, lies to spare trouble.

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Why do we say \”God bless you\” when a person sneezes? It started in the Middle Ages when they thought that the devil could enter a person when they were unguarded, such as in the midst of a sneeze. It was thought, if someone said the magic words, \”God bless you\”, then the demonic possession could be avoided.

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Here\’s an interesting exercise which I\’m sure you\’ll get real quick because you\’re all such intelligent folks out there. Spell the word \’folk\’ three times. Do it right now in your mind. Spell the word \’folk\’ three times as fast as you can.

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\”Luck? I don\’t know anything about luck. I\’ve never banked on it, and I\’m afraid of people who do. Luck to me is something else: Hard work — and realizing what is opportunity and what isn\’t.\” –Lucille Ball

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\”Human subtlety will never devise an invention more beautiful, more simple, or more direct than does Nature, because in her inventions, nothing is lacking and nothing is superfluous.\” –Leonardo da Vinci

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\”Don\’t ask what the world needs. Ask what makes you come alive, and go do it. Because what the world needs is people who have come alive.\” Howard Thurman

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\”If you want to build a ship, don\’t herd people together to collect wood and don\’t assign them tasks and work, but rather teach them to long for the endless immensity of the sea.\” — Antoine de Saint-Exupery

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\”When you are inspired by some great purpose, some extraordinary project, all your thoughts break their bonds: Your mind transcends limitations, your consciousness expands in every direction, and you find yourself in a new, great, and wonderful world. Dormant forces, faculties and talents become alive, and your discover yourself to be a greater person by far than you ever dreamed yourself to be.\” -Patanjali (author and yogi)

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In sales, your best bet is to appeal to your prospect\’s and client\’s emotions. Forget about the logic (for the most part) as it comes in a distant second to emotions. The following story is about how powerful emotions can be. Some college students experimented with this and the results are astounding.

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\”It is your work in life that is the ultimate seduction.\” — Pablo Picasso

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Athletes talk about \’The Zone\’ a lot. It\’s described as that point when whatever it is you are doing — running, swimming, playing an instrument, even selling — that point where everything is in perfect harmony and you are accomplishing and achieving with ease.

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I read a recent student from the JFK School for Government at Harvard which found that even momentary sadness causes people to increase their spending.

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\”It is necessary, then, to cultivate the habit of being grateful for every good thing that comes to you, and to give thanks continuously. And because all things have contributed to your advancement, you should include all things in your gratitude.\” -Wallace D. Wattles, The Science of Getting Rich or Financial Success Through Creative Thought

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\”No oppression is so heavy or lasting as that which is inflicted by the perversion and exorbitance of legal authority.\” –Joseph Addison

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\”You must take personal responsibility. You cannot change the circumstances, the seasons, or the wind, but you can change yourself. That is something you have charge of.\” - Jim Rohn

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\”We shall never have more time. We have, and always had, all the time there is. No object is served in waiting until next week or even until tomorrow. Keep going… Concentrate on something useful.\” –Arnold Bennett

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Do you remember going to the doctor as a child and having your inoculations? You know, those painful shots that prevented all sorts of dangerous diseases? Well, as adults, we know why the shots were necessary, but as children it just didn\’t matter at all because all we knew was, it was scary and it hurt.

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