The Thread of a Dream by Denis Waitley, Mysticism, reading, forums, Numerology, Sun Signs, Divination

Posts: 5109 · Posted: Thu Nov 04, 2010 9:23 am

The Thread of a Dream by Denis Waitley

When I was researching the history of the building of the Brooklyn Bridge as a major illustration for the ideas of success and motivation, I became engrossed with the story of how the first bridge was built over the Niagara River near Niagara Falls. You see, to build a bridge over a giant gorge, first you have to get a line over the canyon, from one side to the other. Easier said than done at Niagara Falls.

The engineers couldn’t cross the river in a boat to take the line from one side to the other because the boat would go over the falls. And the airplane hadn’t been invented yet. The distance was also way beyond the bow-and-arrow range, which had been a common method at the time of getting the first line across to build a bridge.

The designing engineer, Charles Ellet, pondered the question until he came up with a revolutionary idea. He decided that, while solving the problem, he would also have some fun and generate some publicity for the project. Ellet sponsored a kite flying contest and offered five dollars to the first person who could fly a kite across the gorge and let it go low enough to the ground for someone to be able to grab the string. In 1849, five dollars was a prize similar to a small lottery today. The boy who won the prize relished his accomplishment until his death, nearly 80 years later.

It all began with an idea and one thin kite string. The kite string was used to pull a cord across, then a line, then a rope. Next came an iron-wire cable and then steel cables, until a structure strong enough to build a suspension bridge was in place.

I’m struck by how that string is like a single thought. The more vivid and clear the thought, and the more you come back to it, the stronger it becomes—like the string to the rope to a cable. Each time you rethink it, dwell on it, or layer it with other thoughts, you are strengthening the structure on which to build your idea, like building a bridge over Niagara Falls.

But unlike a kite, there is no string attached to how high and how far your goals may take you. They are limited only by the power of your imagination and the strength of your desire.

I Am a Salesman by Ron White

I am a salesman and very proud of that! This is how I see myself, and the question is why don’t more see themselves as salespeople?

What about the talented musician who has the voice of an angel and can play a piano better than Liberace but does not think that he is a salesman? I will tell you what—he will have to rely on getting lucky in a big break or hunt for a promoter. Or maybe the dentist who has opened up his shop and waits for the customers to walk through the door. Most people will invest all their assets in marketing before they invest one hour in cold calls, yet cold calls are where it all starts.

First of all, you must get the belief through your head that we are all salespeople. Whether you think that you are or not—you are! If you participate in capitalism, you better see yourself as a salesperson or be dependent upon others for your success.

Next, abandon the idea that being a salesperson is below your dignity. Do you know what is really below your dignity? Not fulfilling your potential because you didn’t want to “lower” yourself to being a salesperson.

Realize that all sales begin with a cold call. Cold calling is not so bad. It is a great opportunity to get your foot in the door and at the very least open the prospect’s mind to your idea. After you do this for a few weeks, a ratio will emerge and you will begin to see how many cold calls it takes to get a sale. This is when it becomes fun and you work to improve your ratio. Make it a game!

Understand that the difference between making a living and making a fortune in sales starts with networking referrals. Brian Tracy tells us that the average person has a sphere of influence (people they see at PTA meetings, neighbors, family, friends, etc.) of 260 people. If you don’t ask for referrals, you won’t get them.

Close the sale! The salesperson who has a great presentation but can’t close is a conversationalist and conversationalists don’t get paid very well. At the end of your presentation give them an alternate choice close—“Would you like blue or red?” That is a non-threatening close. Or simply ask, “Why don’t you give it a try?”

Finally, remember that when people are sold to by a professional, they enjoy it! I spoke at a real estate office in San Antonio. The sales manager stood up when I finished and said, “Wow! I don’t think anyone who was trying to sell us something has made us feel so good in the process! I yelled from the back of the room, ‘I am a salesman!’” He enjoyed being sold and so did his group because it was professional. When done right, the sales process should be fun!

Are you a dentist, musician, author, speaker, doctor, lawyer or anything without the title of sales? If you are, do yourself a huge favor and begin to see yourself as a salesperson! Making cold calls is not below your dignity. Not fulfilling your potential is what is below your dignity.