The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible pdfdrive com

Be Clear and Concrete
The more clear and specific the question, the easier it is for your mind to
generate multiple answers to it. You use this mindstorming method primarily on
questions for which you are seeking concrete, tangible answers.
For example, you would not write, “How can I be happier?” This question is
so soft and vague that your mind cannot focus on it and generate specific,
workable answers.
Once you have written out your question, you then discipline yourself to write
out twenty answers to that question. You write them in the personal, positive,
present tense. For example, instead of writing, “Make more calls,” you would
write, “I make five extra calls each day.” The more specific your answers, the
more ideas they will stimulate.
Write Twenty Answers—Minimum
Write a minimum of twenty answers to the question. You can write more than
twenty answers if you like, but you must discipline yourself to keep writing until
you have at least twenty answers. For some reason, the number 20 has a magical
effect. Very often, the twentieth answer is the breakthrough idea that changes
your career.
Once you have put down twenty answers, go back over your list of answers
and select at least one idea that you will implement immediately. Do it now, this
very minute. Don’t delay. This is very important.
When you generate these answers and then take action on at least one of them,
you keep the tap open for creative ideas all day long. As you move through your
day, you will constantly have ideas and insights on how you can be more
effective and get more done. Your mind will sparkle like lights on a Christmas

---

effective and get more done. Your mind will sparkle like lights on a Christmas
tree. You will be more alert and aware. You will come up with solutions not
only to your own problems, but to the problems of others, quickly and
efficiently.