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thing　each　morning。　In　other　words；　if；　instead　of　writing　as　I　
do；　try　to　simulate　a　sales　presentation　with　an　imaginary　
prospect；　or　possibly　with　one　of　your　associates。　（I　used　the　
word　simulate　rather　than　role　play；　because　the　latter　usually　
turns　out　to　be　exactly　what　the　word　suggestsplay；　and　the　
exercise　often　turns　into　a　game。　The　word　simulate；　on　the　
other　hand；　came　into　popular　parlance　when　we　learned　how　
astronauts　prepared　for　their　space　missions。　When　they　were　
simulating；　they　were　actually　preliving　the　inspace　
experience；　as　if　it　were　already　happening。）　Therefore；　I　would　
suggest　that　if　you　practised　your　sales　presentation　in　a　
similar　manner；　every　morningfor　one　or　two　hoursyou　
would　witness　an　incredible　improvement　in　your　
performance；　in　a　relatively　short　span　of　time。　With　a　year　or　
two　of　diligent　effort　under　your　belt；　you　would　bee　so　
proficient；　you　would　rarely　miss　a　sale。　So　remember；　〃If　the　
need　is　there；　and　the　means　are　there　and　you　still　haven't　
made　the　sale；　it　is　probably　because　you　are　not　good　
enough；　yet！〃　


A　guaranteed　way　to　bee　〃good　enough；〃　is　to　do　what　
Dr。　DeVries　prescribed：　namely；　〃Rehearse；　rehearse；　and　then　
rehearse　some　more。〃　For　in　this　manner；　you　will　attain　the　
stature　of　a　true　professional；　and　of　course；　you　will　receive　
the　pensation　a　true　professional　deserves。　And；　although　
I　am　only　suggesting　you　set　aside　one　hour　per　day　for　
preparation；　like　the　actors　in　Zanuck's　movie；　you　will　
probably　be　rewarded　many　times　over。　

Consider　the　following　account。　Several　years　ago；　I　was　
traveling　through　the　southeastern　United　States　with　Rudy　
Michaud；　the　Senior　VicePresident　of　one　of　the　world's　
largest　insurance　panies。　Rudy　had　some　papers　out　that　
he　was　working　on；　as　we　were　flying　from　one　city　to　the　next；　
and　I　was　also　busy　working　on　a　project。　Suddenly　Rudy　
turned　to　me　and　showed　me　some　figures　he　had　written　on　a　
sheet　of　paper。　He　then　pointed　out　to　me：　there　were　actually　
individual　salespeople；　in　his　pany；　who　were　earning　
more　money　themselves；　than　the　bined　ines　of　the　
thirty　or　forty　people　who　constitute　〃a　district　sales　
operation。〃　

Do　you　think　these　individuals　were　really　thirty　or　forty　
times　better　than　their　colleagues？　　of　course　not！　For　like　the　
race　horse　ARMED；　they　were　probably　only　three　or　four　
percent　more　effective。　But　in　terms　of　annual　ine；　there　
was　absolutely　no　parison。　What　made　the　difference　for　
them？　Perhaps　they　planned　their　day；　while　others　didn't；　or　
maybe　they　practised　for　that　one　hour；　while　the　others　did　
not。　Nevertheless；　whatever　it　was　that　they　did；　you　can　be　
sure　the　difference　was　as　fine　as　a　Razor's　Edge！　

Now　stop　reading；　sit　back；　relax；　and　think；　really　think
what　is　it　in　your　life　that　will　make　the　Razor's　Edge　
difference　for　you？　You　know　what　it　is？　Goodthen　do　it　now！　


Don't　Think　In　Reverse　

〃Let　us　not　look　back　in　anger　
nor　forward　in　fear　
but　around　us　in　awareness。〃　
　Leland　Val　Van　De　Wall　

You　will　never　obtain　any　substantial　measure　of　
material　wealth　if　you　insist　upon　living　your　life　as　if　you　were　
looking　back　through　the　rearview　mirror　of　your　automobile。　
Nevertheless；　this　seems　to　be　a　very　mon　error　which　
many　people　have　turned　into　a　pernicious　habit。　That　is　to　
say；　many　of　us　spend　most　of　our　present　moments；　
〃floundering　mentally；〃　in　the　time　zone　of　the　dead　and　
shouldbefotten　past。　

Let　The　Dead　Bury　The　Dead　

Remember　the　old　adage　which　says；　〃Let　the　dead　bury　
the　dead。〃　In　other　words；　what　you　want　to　do　is　to　stop　
looking　back　in　your　life　and　worrying　about　things　which　
have　already　occurred　and　which　you　can　no　longer　alter。　For　
pursuing　that　kind　of　mental　activity　will　never　lead　to　any　
worthwhile　acplishments　in　your　life。　You　should　
understand；　moreover；　that　all　of　the　great　achievers　of　the　
past　have　been　visionary　figures；　they　were　men　and　women　
who　projected　into　the　future　and　did　not　belabor　over　things　
which　had　already　past。　They　thought　of　what　could　be；　rather　
than　what　already　was；　and　then　they　moved　themselves　into　
action　to　bring　these　things　into　fruition。　

Think　of　the　magnificent　legacy　which　these　forward
thinking　individuals　have　left　for　us　living　today。　Due　to　their　
formidable　efforts；　we　are　now　able　to　enjoy　breakfast　in　Paris；　
lunch　in　New　York　and　dinner　in　Toronto。　We　are　now　able　to　
live　our　lives　in　brightness　and　light　（twentyfour　hours　a　day　
if　we　so　desire）。　We　can　hear　the　voice　of　a　loved　one　on　the　
other　side　of　the　ocean；　merely　by　pressing　some　buttons　on　a　
telephone。　All　of　these　miraculous　possibilities；　and　so　much　
more；　are　available　to　us；　simply　because　ordinary　human　


beingslike　you　and　mehave　built　extraordinary　images　on　the　
screen　of　their　minds；　of　things　which　had　never　been　before。　

The　pioneering　spirit　of　men　and　women　of　all　faiths；　
creeds；　and　color　has　been　put　to　great　use。　Those　
praiseworthy　individuals　were　able　to　look　into　the　future；　to　
see　what　could　be　rather　than　what　already　was；　and　then　
they　ignored　those　who　scoffed　and　said；　〃It　couldn't　be　done。〃　
Also　understand　that　all　great　achievers　always　expect　to　do　
great　things　and　then　they　turn　around　and　do　them！　Do　not　
be　misled　by　your　sensory　factorswe　are　endowed　with　the　
same；　basic　mental　tools　which　the　Wright's；　the　Edison's　and　
the　Bell's　possessed；　and　we　all　have　the　Godgiven　ability　to　
employ　those　tools；　just　as　they　did。　All　of　us　have　been　
blessed　with　the　mental　capacity　to　gaze　into　the　future　and　to　
see　our　lives　in　a　richer　and　much　more　satisfying　state。　

Therefore；　regardless　of　the　present　circumstances　in　
which　you　find　yourself；　clearly　understand　that　if　you　can　
build　the　image　of　something　new　in　your　mind；　something　
that　far　surpasses　anything　that　has　occurred　up　until　now；　
you　have　the　ability　to　realize　that　result　in　the　physical　world。　
It　could　not　be　more　clear；　that　all　of　us　have　been　〃Born　
Rich〃；　in　the　sense　of　having　a　magnificent　Godgiven　
potential；　which　we　owe　ourselves　to　nurture。　

Just　how　great　is　this　human　potential？　

Let's　check　with　the　experts。　Dr。　Alexander　Rich；　
Professor　of　Biophysics　at　M。I。T。；　has　estimated　our　central　
nervous　system　contains　from　10　to　100　million　cells；　each　
one　of　which　has　a　storage　capacity　equal　to　that　of　a　large　
puter。　If　his　estimates　are　even　close　to　being　correct；　it　
would　imply　that　the　human　mind　has　the　capacity　to　store　all　
of　the　known　information　in　the　worldwith　room　to　spare！　

Other　specialists　in　the　field　of　human　creativity　are　
similarly　convinced　that　all　people　have　uncharted　reservoirs　
of　untapped　potential；　locked　up　within　the　confines　of　their　
incredible　minds。　For　example；　Dr。W。　Ross　Addey；　of　the　Space　


Biology　Laboratory　of　the　Brain　Research　Institute　at　U。C。L。A。；　
has　said　that；　〃The　ultimate　creative　capacity　of　your　brain　
may　be；　for　all　practical　purposes；　infinite。〃　One　must　
conclude；　therefore；　the　more　a　person　delves　into　the　
potential　of　the　human　being；　the　more　that　person　will　
bee　aware　of　how　great　he　or　she　truly　is；　and　the　more　
that　person　bees　aware　of　his　or　her　own　potential；　the　
easier　it　will　be　to　build　images　of　ideas　or　things　which　have　
never　even　been　contemplated　up　until　the　present　time。　

Now；　pause　for　just　a　moment　and　reflect　upon　the　
degree　to　which　you　have　been　utilizing　this　incredible　power　
to　improve　the　quality　of　your　own　life；　and　the　lives　of　those　
people　who　surround　you。　If　you　know；　for　a　fact；　that　you　
have　not　been　tapping　into　these　great　reservoirs　of　talent　and　
ability；　then　you　should　ask　yourself　very　candidly　why　you　
have　not　been。　For　if　you　do　this；　you　might　just　discover　you　
have　been　〃telling　yourself〃　for　such　a　long　period　of　time　that　
you　can't　do　certain　things；　that　you　have　actually　
manufactured　a　genuine　〃mental　block〃　in　your　own　conscious　
mind。　

But；　you　should　remove　these　mental　blocks　by　putting　
yourself　into　a　very　relaxed　state　and　by　then　bei