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

8. Unlock Your Inborn Creativity
Think of yourself as a highly intelligent person, even a genius. Recognize that
you have great reserves of creativity that you have never used. Say aloud, over
and over, “I’m a genius! I’m a genius! I’m a genius!”
This may sound like an exaggeration, but it isn’t. The fact is that every person
has the ability to perform at genius levels in one or more areas. You have within
you, right now, the ability to do more and be more than you ever have before.
You have the inborn capacity to exceed all your previous accomplishments. You
have enormous reserves of creativity and intelligence. As Dennis Waitley says,
“You have more potential than you could use in 100 lifetimes.”
Use Your Inborn Talents
One of your foremost aims in life must be to identify your special talents and
then to develop those talents to a high level. This is where your intelligence
shines through. In testing, 95 percent of young children performed at genius
levels. But when those same children were tested as adults, only 5 percent still
performed with high levels of creativity and imagination. In the intervening
years, they learn that, “if you want to get along, you have to go along.”
The very best area of genius, or special talent for you, would be in the art of
selling. Only about 10 percent of salespeople are completely suited to perform
all seven of the key skills in selling at a high level. If this is the case for you,
then you are virtually guaranteed a lifetime of high earnings and great
professional success.
How to Detect Your Special Talents
There are several ways that you can detect your area of special talent. First, it
is something that you enjoy doing. When you are not doing it, you think about it
and about getting back to it.

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Second, it is something that absorbs your attention completely. When you are
doing what you are uniquely suited to do, you lose track of time. You often
forget to eat, drink, or rest when you are doing what you are meant to do.
Third, you love to learn about it and become better at it throughout your life.
You are hungry for books, audio programs, and courses that give you ideas to be
even better in your area of special talent.
Fourth, you love to talk about it, discuss it, hear about it, and associate with
people who are doing what you are ideally suited to do yourself.
Sometimes you hear people say, “When I am at work, I do my work. But
when I leave work, I don’t think about it at all.” This type of person has a limited
future in whatever he is doing. A person who does not think about his work
when he is away from it is a person who is not suited to that line of work. If you
are doing the right thing for you, your work and your personal life are
interwoven, with only a thin dividing line between the two.
Fifth, and perhaps the best indication of your natural talent, is that it is
something that is easy to learn and easy to do. In fact, you forget how you
learned it in the first place; it was so easy for you. It seems to be a natural
expression of your personality. You do it easily and well, almost without effort.
One of the reasons for underachievement is that many people consider
themselves to be average rather than exceptional. They look at other people who
are doing better than they are and assume that those people are better than they
are. But if they think in that way, their logical conclusion is that, if someone else
is better, they must be worse. If someone else is worth more, they must be worth
less (read “worthless”). This feeling of worthlessness and mediocrity can lead to
an acceptance of average performance, even when they are really capable of
superior performance.