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Letting Sales Happen: The Spiritual Path to Selling 2
Copyright 2004 by Greg Mendeleev. All rights reserved.
No part of this book may be reproduced or transmitted in any form or by
any means, except for brief review, without written permission from the
publisher. For information address DreamShop.
Published by:
DreamShop
Web: www.letting-sales-happen.com
Email: [email protected]
Affiliate program
If you are interested in helping other business owners and self-employed
people to manifest the customers and sales of their dreams, then I invite
you to take a look at the link below. You can earn generous commissions
just by mentioning how this book helped you:
www.letting-sales-happen.com/affiliateinfo.htm
Disclaimer
This book is sold with the understanding that neither the author, nor the
publisher is engaged in rendering any legal, financial, medical, or
psychological advice. This book is not intended to be a substitute for
therapy or professional advice. The publisher and author of this book
disclaim any personal liability and any responsibility, either directly or
indirectly, for the use or misuse of the information presented within. The
reader is warned that this book presents powerful techniques, to be used
at the readers own risk. This book is for informational and educational
purposes only.
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Letting Sales Happen: The Spiritual Path to Selling 3
Table of Contents
1. MY PENNY FINALLY DROPPED................................................................................. 82. IN THE BEGINNING................................................................................................... 113. YOU CREATE YOUR SALES REALITY.................................................................... 15What successful salespeople have in common ................................................................. 15
Rat experiment.................................................................................................................... 15Quantum physics experiment.............................................................................................. 16Setting sales expectations .................................................................................................. 16
Why we expect the things we expect? ................................................................................ 17Beliefs become facts ........................................................................................................... 17
From beliefs to spi ri tual ity.................................................................................................... 18Choose your reality ............................................................................................................. 19Defining beliefs and feelings ............................................................................................... 21
Feelings are everything ........................................................................................................ 21Law of Attraction ................................................................................................................... 22
Vibrations ............................................................................................................................ 22Vibrational Mechanics......................................................................................................... 23Antennas in action............................................................................................................... 24
The power of focus................................................................................................................ 26The Exercise: Imagine a perfect sale.................................................................................. 26You changed your focus...................................................................................................... 26Focus and vibrations ........................................................................................................... 27You get what you focus on.................................................................................................. 27Choosing focus.................................................................................................................... 27Simple Secret of manifesting anything................................................................................ 28
What holds back your sales? ............................................................................................... 30Limiting beliefs..................................................................................................................... 30Trapped feelings.................................................................................................................. 30The impact of feelings and beliefs....................................................................................... 31Summary ................................................................................................................................ 32
4. A SPIRITUAL PROFESSION..................................................................................... 33Can sales be a sp iri tual profession? ................................................................................... 33
A sale around every corner................................................................................................. 33The root of all evil or a spiritual energy? ............................................................................. 34The sacred link.................................................................................................................... 35
A f resh perspective on sell ing ............................................................................................. 35Typical Salesman!............................................................................................................. 35How popular perceptions affect your sales......................................................................... 36Choosing to see sales differently........................................................................................36
Whats in the product? .......................................................................................................... 38A sale from the energy perspective..................................................................................... 38Yummy, yummy in my tummy............................................................................................. 38Can you sense a book?....................................................................................................... 39
Sell ing wi th love..................................................................................................................... 40Choosing the energy........................................................................................................... 40Raising your vibration.......................................................................................................... 41The Exercise: Sitting in the Heart........................................................................................ 41Selling more than just a product.......................................................................................... 43
Summary ................................................................................................................................ 445. CREATIVE IMAGINATION......................................................................................... 46The power of imaginat ion ..................................................................................................... 46
Hocus-pocus ....................................................................................................................... 46It all begins with a thought................................................................................................... 46You use imagination all the time......................................................................................... 47
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Letting Sales Happen: The Spiritual Path to Selling 4
Imagination changes the way you feel................................................................................ 47Memory triggers feelings..................................................................................................... 48Brain science and the effects of imagination....................................................................... 49Imagination creates reality .................................................................................................. 50
Exercises to realize imagination in the phys ical world ..................................................... 51Defining your ideal sales vision........................................................................................... 51The Exercise: Writing your dream sales vision................................................................... 51Using creative imagination for sales ...................................................................................54The Exercise: Closing the Loop visualization................................................................... 55Notes on the visualization exercises...................................................................................58Summary: Closing the Loop visualization in brief............................................................. 59
Why does it work so well? .................................................................................................... 60Serving others is serving yourself .......................................................................................60Let the Universe handle the details..................................................................................... 61The effects of the exercise on limiting beliefs ..................................................................... 61Internal conflicts come to surface........................................................................................ 62Best time to practice............................................................................................................63You are already an expert in manifesting............................................................................ 64
From imagination to realit y .................................................................................................. 65Natalie stays focused.......................................................................................................... 65How fast will my reality manifest? .......................................................................................66The importance of a time buffer.......................................................................................... 68Where will the money come from? An example.................................................................. 69When it just doesnt arrive................................................................................................... 70
Summary ................................................................................................................................ 72What will start to happen..................................................................................................... 72Ensuring smooth manifestation of your reality.................................................................... 72
6. DEALING WITH DIFFICULT CUSTOMERS............................................................... 75Hall of mirrors ........................................................................................................................ 75
Every customer is your reflection........................................................................................75Using Mirror to discover internal blocks: An example......................................................... 76Connecting external and internal realities........................................................................... 76The Exercise: Mirror............................................................................................................ 77Applying the Mirror exercise: customer objections ............................................................. 79
Raising the vibration of a relationship ................................................................................ 81Bless difficult customers...................................................................................................... 81The Exercise: Sending Light............................................................................................... 81Your thoughts are not really private .................................................................................... 82De-cording Exercise: Cutting the ties that bind................................................................... 82
When nothing seems to work ............................................................................................... 86Close one door, another ten will open.............................................................................. 86Examples of customers who didnt want to pay.................................................................. 87
7. DEALING WITH COMPETITION................................................................................ 89Competit ion is always self -made......................................................................................... 89Limiting beliefs and feelings about the marketplace........................................................... 90
Fear has big eyes: An example........................................................................................... 91Creating a bigger pie........................................................................................................... 92If you win the Rat Race, youre still a rat.......................................................................... 92
Bless your competi tors, and be blessed wi th none........................................................... 938. SIMPLEST WAY TO KEEP STREAMS OF SALES COMING................................... 95Gratitude works wonders ..................................................................................................... 96
Keeps you focused on what you want.................................................................................96Puts you in a positive and abundant state of mind ............................................................. 96Greatly raises your vibration ............................................................................................... 97Makes you feel good. Really good......................................................................................97
The Exerci se: Thank-aff irmation .......................................................................................... 97Lazy mans way to abundance............................................................................................ 98
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Letting Sales Happen: The Spiritual Path to Selling 5
Every time I needed money............................................................................................. 98Connectingto an unlimited sales potential.......................................................................... 99Implement gratitude with a journal ...................................................................................... 99
9. TIME TO RELEASE TRAPPED FEELINGS............................................................. 101Healing the sales wounds ................................................................................................... 101
Scars from the past impact your current sales.................................................................. 101Example of the effects of trapped feelings........................................................................ 101Trapped feelings attract corresponding reality.................................................................. 102Trapped feelings create internal obstacles ....................................................................... 103
Uncovering your trapped feelings ..................................................................................... 103Examples of common fears............................................................................................... 104
Fears about failure / success....................................................................................................... 104Fears about expressing yourself / interacting with others............................................................ 104Fears about commitment / responsibility ..................................................................................... 105Fears about inadequacy .............................................................................................................. 105
How to release trapped feelings ........................................................................................ 107Method 1: Release by learning to feel the feelings........................................................... 107
Getting back in touch with feelings.............................................................................................. 107Feeling without prejudice............................................................................................................. 109The Exercise: Learning to Feel the Feelings ............................................................................... 109Method 2: Release using imagination............................................................................... 110The Exercise: Bubble technique for releasing trapped feelings...................................................111Alternatives to bubbles: more releasing metaphors..................................................................... 111
Method 3: The Exercise: Direct releasing for removing trapped feelings ......................... 112Method 4: Release with EFT: The Emotional Freedom Technique.................................. 113
All negative emotions have corresponding energy blockages..................................................... 113Emotional form of acupuncture.................................................................................................... 114Further information on EFT ......................................................................................................... 114EFT tapping points ...................................................................................................................... 115The Exercise: EFT for releasing trapped feelings........................................................................ 116Notes on the EFT exercise.......................................................................................................... 117Example of EFT: dont be shy; go for the big issues.................................................................... 119
Summary .............................................................................................................................. 12010. TIME TO RELEASE LIMITING BELIEFS............................................................... 123Feelings and beliefs are interrelated ................................................................................. 123
Which to release first? Beliefs or feelings? .......................................................................123Choosing between empowering or limi ting beliefs ......................................................... 124
Beliefs are everywhere...................................................................................................... 124Creating a list of beliefs that no longer serve you............................................................. 124
Beliefs about money.................................................................................................................... 126Beliefs about starting out ............................................................................................................. 127
How to know if you have a limiting belief? ........................................................................ 127Uncovering what is holding you back subconsciously. ..................................................... 128
The Exercise: Uncovering beliefs 1 ............................................................................................. 128The Exercise: Uncovering beliefs 2 ............................................................................................. 129The Exercise: Uncovering beliefs 3 ............................................................................................. 131Effects of subconscious limiting beliefs: an example................................................................... 132
How to release limiting beliefs ........................................................................................... 133Method 1: The Exercise: EFT for removing limiting beliefs............................................... 134
Notes on the EFT exercise.......................................................................................................... 135Method 2: The Exercise: Direct releasing for removing limiting beliefs ............................ 135
BSFF ........................................................................................................................................... 136What happens after you remove limiting beliefs? ........................................................... 137
New beliefs through affirmations.......................................................................................137Notes on affirmations ........................................................................................................ 138Another method for new beliefs ........................................................................................139
Summary .............................................................................................................................. 13911. FEELING GOOD ABOUT YOURSELF .................................................................. 141
Success comes from everywhere ...................................................................................... 141What happens when you accept yourself ......................................................................... 141
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Letting Sales Happen: The Spiritual Path to Selling 6
Practical steps to accepting yourself ................................................................................ 142Using EFT to eradicate judgments....................................................................................142Using affirmations to accept yourself................................................................................143
12. SELLING WITH ANGELS....................................................................................... 145Sell ing from the heart .......................................................................................................... 145The real reason you re sell ing ............................................................................................ 145Selling for spiritual growth................................................................................................. 145
Shopping for lifes lessons.................................................................................................146You are not alone on your sales road ............................................................................... 146
Guides for sales? .............................................................................................................. 147The exercise: Meeting your guide..................................................................................... 147Ask and ye shall be guided...............................................................................................148Asking your guides: an example.......................................................................................149
13. PUTTING IT ALL TOGETHER ............................................................................... 151
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Letting Sales Happen: The Spiritual Path to Selling 7
List of Exercises
Imagine a perfect sale .................................................................................26
Sitting in the Heart .......................................................................................41
Writ ing your dream sales vision .................................................................51
Closing the Loop..........................................................................................55
Mirror ............................................................................................................77
Sending Light ...............................................................................................81
De-cording: cutting the ties that b ind ........................................................82
Thank-affirmation.........................................................................................97
Learning to feel the feelings .....................................................................107
Bubble technique for releasing trapped feelings....................................111
Direct releasing for removing trapped feelings.......................................112
EFT for releasing trapped feelings ...........................................................113
Uncovering beliefs 1..................................................................................128
Uncovering beliefs 2..................................................................................129
Uncovering beliefs 3..................................................................................131
EFT for removing limiting beliefs .............................................................134
Direct releasing for removing limiting beliefs .........................................135
Meeting your guide ....................................................................................147
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Letting Sales Happen: The Spiritual Path to Selling 8
1. My penny f inally dropped
The Devil tells a salesman, "Look, I can make you richer, morefamous, and more successful than any salesman alive. In fact, I
can make you the greatest salesman that ever lived."
Well, says the salesman, what do I have to do in return?
The Devil smiles, Of course, you have to give me your soul, he
says, but you also have to give me the souls of your children, the
souls of your children's children and, as a matter of fact, you have
to give me the souls of all your descendants throughout eternity.
Wait a minute, the salesman says cautiously, What's the catch?
The salesman in the joke above is me some 13 years ago, except that then it was
no joke at all. It was how I used to do my little monkey sales business.
I would do anything to get a sale. In fact I even bought a few books on hypnosis,
as my biggest fantasy at that time was to hypnotize a prospect and then sell
him/her piles of useless stuff. And if I could do mass hypnosis and sell even more
useless stuff, that would probably have made me walk on air.
Little did I care about anything as long as I had my precious sales. I knew only
that I had to be aggressive, persistent and be able to handle objections well. It
was not a very soft way of selling. I was all action, and believed that this was the
way to succeed. It took me years to understand that there could be another way,
that there is no need to cut anybodys throat in order to get my sales, and that it
can naturally come to me if I follow certain spiritual principles.
As I learned more about these spiritual principles, I started to see that selling
could be completely different. Now, in retrospect, I realize that it finally dawned
upon me after I made a fantastic sale to a large multi-national company. The sale
was simultaneously to this companys eight international offices, and it brought
me a very nice commission. Most notably, it took no effort on my part to sell
them. In fact, I never even attempted to sell them anything.
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Letting Sales Happen: The Spiritual Path to Selling 9
I still remember that day when I was at the Telecom exhibition in Singapore,
standing next to the stand of the company where I used to work. I was just
relaxing after having spent the whole morning running around and giving
brochures to potential clients. Someone passed by and asked me a totally
irrelevant question. Since I always loved talking to people, we started a
conversation. I think we spoke about dating or the best places to go out in
Singapore.
Then after some time, he asked me what we sell. I did not want to switch topic,
but I reluctantly told him that we make smart machines that can help big
companies solve their network problems. I explained how they work and why
they are often necessary. He looked interested and said, Oh, I didnt know that
you make protocol analyzers.
Then he asked me to wait half an hour and soon came with another guy. They
told me about a specific problem in their network and asked if our product could
help them. I showed them what our product could do for their issue.
Then the second guy, who conveniently turned out to be a Vice President of
Operations of that multi-national, said that in three weeks they have an annual
meeting of their Asian offices and it would be nice if I could come and present my
product to all of them. Sure, I said. Just tell me where and when.
Their annual meeting happened to take place on a Monday, on the beautiful
island of Phuket, Thailand. This is not a place where I would normally have any
business. It is like going on a fully paid trip to Hawaii to meet a prospect. Actually
I just had a vacation there a few months ago and loved every minute of it. And
now they were asking me to come there on business!
Three weeks later I spent the most wonderful weekend in Phuket, and was ready
for a presentation. What was supposed to take an hour turned into a four-hour
discussion. The result was that they wanted my products. In fact, there was even
an argument about which office would get the product first.
During next couple of weeks we finalized the details and I got the purchase order.
What was conspicuous about this whole sale was that despite many things I did
with other potential clients, this one came to me on its own. It led me to look at
every major sale or success I had, and I noticed that many of them came when I
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Letting Sales Happen: The Spiritual Path to Selling 10
was making the least effort. It was becoming evident to me that things can be
very different.
This book is what I wish somebody had given me somewhere along my journey.
Probably it was not meant for me to receive it. It seems that my soul had chosento go through many different stages and experiences of sales reality, and then to
arrive at a more spiritual perspective on sales. This book is the culmination of my
quest for a spiritual approach to selling and manifesting abundant reality.
The book can help you make your sales life easier, more abundant and certainly
more joyful. The tools and exercises offered here are very powerful, and are only
limited in their impact by your willingness to put them into practice! I wish you a
wonderful transformation from your reality today to your amazing sales reality of
tomorrow.
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Letting Sales Happen: The Spiritual Path to Selling 11
2. In the beginning
When I was twenty years old, I had an interesting conversation that left methinking for years later. I was a full-time student and I needed an evening job to
sustain myself during my studies. Not willing to work too hard, Ifound a job as a
door-to-door salesman for a company that produced low quality oil paintings. If
you ever had experience with door-to-door sales, youll immediately agree that
this position demands some of the most aggressive sales tactics.
I learned that in door-to-door sales, no matter what you sell: paintings,
insurance, encyclopedias (no need to carry them, just the sales brochures), if
youre not a hard seller, then you probably wouldnt last too long.
We were about thirty sales people divided into small teams of six or seven. A
team leader would bring us in his vanto a small town, and then each of us would
grab a few paintings and start knocking at people's doors.
It took me couple of weeks to understand the mechanics of door-to-door sales.
There were simple rules that, when followed,would quickly bring me into a
house. I would then present my paintings and before the trusting prospect evenblinked, there was I with, OK, so you are buying this one or those two? Paying
with a check or cash? In many cases it worked.
I learned that getting into the house was fifty percent of the job. I would knock at
a door and when questioned who it was, I would answer with a firm, Me, and
the door would open as if by magic. I would quickly put my foot past the entrance
and bulldoze my way into the home of my unsuspecting future customer. There,
in no time would I spread the paintings around my victim's apartment, sometimes
despite his/her rigorous protests.
I would always say that the paintings belonged to some imaginary friend of mine,
a poor talented student in local Academy of Arts. It was not true, but it touched
peoples hearts. What did I care, so long as it brought me the sales!
As you can see, back then at the very beginning of my sales carrier, I would not
hesitate if I had to bend the truth to a certain degree, so long as I got my money.
A few weeks down the road, somewhere deep inside of me I started to feel bad. Iknew I was cheating people by selling them one-dollar paintings as works of art
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Letting Sales Happen: The Spiritual Path to Selling 12
by some mysterious art student. But the whole thing worked well and brought me
a few good sales during evening hours. So I would figure that somebody wins,
somebody loses. And my conscience would be still quiet again. It was nothing
really unusual for a door-to-door salesman, such as I was.
There was, however, something unusual. When I spoke to other sales people in
the company I found that everyone sold moreor less the same amount of
paintings except for one guy. He actually sold up to five times more than anyone
else. Now that made me curious! I could hardly believe it.
As coincidence would have it, one day I ended up working in the same team with
the wonder salesman for a whole week. I could check if he was in fact selling so
much more than the rest of us. He did! He consistently had far more sales than
anyone else. And he happened to be a niceguy too, not the typical pushy sales
pest that you would rather not meet, but just a normal good guy.
I decided I was going to talk to him about his secret of success, and could hardly
wait for the right opportunity. I felt if I knew his secret, I would be able to sell
five times more myself. In my mind's eye I alreadyenvisioned myself armed with
this new mysterious knowledge and getting sales from every house I entered. Ah,
how beautiful life would be!
Finally, a few days later I found him alone and approached him. I had so many
questions. The first, of course, was just how he sells so many paintings. Does he
present them in an unusual way? Does he say something extraordinary that
makes his potential customer want to part with his money immediately? Does he
know something special about people's psychology?
I also wanted toknow how he succeeds despite being such a nice guy. Didnt he
have to push and lie here and there like everybody else?
What do you think his answers were?
I dont know!
He mentioned a few general things about connecting with people and leading the
sale, but he couldnt really elaborate. He couldnt put his finger on it; he said he
just does it.
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Letting Sales Happen: The Spiritual Path to Selling 13
Now that answer was not good enough for me. I thought if I just knew howhe
does it, then it could help me with my sales. So I started inventing theories why
he was so successful. I still thought that maybe he knew something that the rest
of us did not. Or maybe he was better educated or had deeper insights about
what motivates people?
But there were smarter sales people in the company, some with years of sales
experience, some even withdegrees, though that didnt help them. So
knowledge, education and even experience were definitely not the answer.
That conversation left me thinking and searching for this secret for years. Since
that time I had many jobs in sales, ranging from door-to-door and street sales to
managing sales in a public companyhandling million dollar projects, and to
having my own business.
As part of my sales jobs I traveled to many countries and worked withhundreds
of local salespeople. Some were brilliant, others were ordinary, some had huge
successes and yet others were just getting along. I would watch them closely,
how they made their presentations, how they communicated with customers and
how their customers perceived them and the products they presented.
I started to arrive at some answers. I learned some effective sales techniques,used by most successful salespeople. I could name numerous useful qualities that
most great salespeople had,such as good communication skills, ability to see
things from the prospect's point of view, enthusiasm, self-motivation, positive
attitude and so on.
At the same time I met lots of knowledgeable and positive people that just could
not sell. Or they would sell, but would fall far below their potential. Some would
work too hard and miss the joy of it. Or they would almost make the big sale, but
then something would go wrong. It seemed like there was something else beyond
these helpful personal qualities and sales techniques that eluded me
What I was about to learn changed the way I would approach sales. My new
understanding eventually grew to be based on deep spiritual principles. It took
me years to arrive at these truths but it was worth the journey. Of course, had I
known these things from the very start of my sales career, I would have made far
more sales in less time and enjoyed them more. But better late than never.
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Letting Sales Happen: The Spiritual Path to Selling 14
So here in this book it is my purpose to share with you what I have learned and
what I believe can help you succeed in getting the right customers and abundant
sales for your business, all without compromising your spiritual values. The
information, and especially its application, can make it easier for you to have
effortless sales, where everything just perfectly falls into place.
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Letting Sales Happen: The Spiritual Path to Selling 15
3. You create your sales reality
What successful salespeople have in common
One of the first significant things I noticed that successful salespeople had in
common was that they expected, almost assumed, that customerswould
purchase their products. It was a completely natural effortless kind of
expectancy, similar to the one that you have knowing that tomorrow will be
another day. And that after tomorrow there will be yet another day. I felt this
simple discovery was a good beginning to my understanding of spiritual sales
secrets.
At the same time, when I thought about it, it seemed unbelievable that my
expectation could influence my sales results. I used to be the type of person that
needed proof for any new idea, thanks to my engineering background, so I
decided to validate this issue of expectancy by finding other examples. To my
surprise there were plenty! I quickly came across lots of information about
various scientific experiments dedicated to this subject of expectancy. Several of
these experiments had very far fetching implications.
Rat experiment
In 1971 Robert Rosenthal, a professor of social psychology at Harvard, in one of
his studies, gave his students two groups of rats. The students were told that one
group of rats were maze-bright and were bred specially to run mazes quickly.
The other group of rats was called maze-dull rats. In fact, without students
knowledge he divided rats into two groups completely at random and there was
no difference between the maze-bright and maze-dull rats.
The results were that the rats that were expected to be smarter ran the maze
faster and improved daily. The rats that were believed to be stupid were slower
and made more errors.
Isnt it remarkable that the students expectations had such an impact on the
rats behavior? We know from many studies about common placebo effects
observed in medicine. Patients take a sugar pill believing it is the prescribed
medication, and their condition gets better according to their beliefs about the
medication.
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Letting Sales Happen: The Spiritual Path to Selling 16
But the rat experiment illustrated something far more radical: that our
expectations can even influence external events involving other (rat and
human) beings.
Quantum physics experiment
I also learned about an interesting quantum physics paradox. In the famous two-
slit experiment, electrons were beamed through a screen displaying both particle
and wave behavior. If an experiment was conducted to show that electrons were
particles, then they behaved as particles. If the intent of a scientist was to
measure electrons as a wave, then they behaved as a wave.
In the two-slit experiment, if the physicist looks for a particle
(uses a particle detector), he will find a particle; if he looks for a
wave (uses a screen as a wave detector), he will see a wave
pattern before him [Zohar & Marshall, The Quantum Society:
Mind, Physics, and a New Social Vision].
This experiment demonstrated that a conscious intent of the observer actually
determined the electrons behavior. In other words, the mind of the
experimenter produced a change in the material world according to his
expectations.
Setting sales expectations
While this might be groundbreaking in science, how does it relate to your sales?
An obvious application is that if you want to succeed, start expecting to succeed!
When you expect to make big sales, the world will change to fit your expectation.
You willmake big sales!
In practical terms it means if you expect to make $1,000 a month in sales, this is
what you will receive. Change it to expecting $10,000 a month, and you will be
well on your way to this number. Expect easy sales, and they will become easy.
Now that I discovered that expecting the prospects to buy my products will help
me with my sales, how do I get myself to that level of expectancy? Do I just
decide to start expecting that every customer will buy my product? Or are these
expectations a permanent part of my psyche and thus not given to change?
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Letting Sales Happen: The Spiritual Path to Selling 17
Why we expect the things we expect?
Webster's New Universal Unabridged Dictionary defines expect as to look for as
likely to occur or appear. My next question was, What makes a person look for
certain things as likely to occur and not others?
After numerous observations and extensive reading, it was clear to me that any
expectation had a corresponding underlying belief. Whenever we expect any
specific outcome, desired or undesired, the expectation is according to what
we believe. If there is no supporting belief, then it will be hard to expect a
specific outcome.
Think about it: Can you expect to make big easy sales if deep inside, for
whatever reason, you dont believe that it is possible for you?
Beliefs become facts
Taking it one step further, it is possible to see that strong expectations have
strong underlying beliefs. This is what is typically called knowing. Most things
that we know are really very strong beliefs that we hold about these things. For
example, for thousands of years everyone knew that Earth was flat. Most never
took the trouble of questioning it. Yet this was an established fact that everyone
believed strongly.
Nowadays we know, or should I say strongly believe, that the Earth is round. It is
obvious even to a young child. It is even funny to imagine now how people at
that time thought that the Earth was flat. Do you just fall off when you get too
close to the edge? And where exactly would you fall to? But at that time it was
such a common belief that practically nobody doubted it. So today looking back,
we can use this historic perspective to learn that just because everyone thinks
the same way, it does not make it a fact.
Most facts are merely strong beliefs that we once accepted as truth. In fact, there
are probably very few real facts that we can say for certain are facts! Most are
just strong beliefs and perceptions that we often take for granted. Even many
scientific facts become obsolete with the arrival of new facts to replace them. It
is essential to bear this in mind when confronting our own limiting beliefs or those
of other people. Most often these facts are very strong opinions, especially so in
such non-scientific areas as sales.
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Letting Sales Happen: The Spiritual Path to Selling 18
So it is important to understand that your beliefs are just that: beliefs, not facts
of life. Each one is something that sometime you consciously or
subconsciously chose to believe.
So if you chose them before, then it follows that you can also pick new beliefs anddiscard the old ones. We could discuss whether your beliefs are right or wrong,
but a better question would be whether or not they serve you. If they do,
excellent. If not, then why not choose more empowering beliefs?
Whether you think you can or you can't - either way you are right.
- Henry Ford, founder of the Ford Motor Company
I continued by asking myself what other beliefs would contribute to improving
sales. So with time I noticed that successful salespeople had other common
beliefs. For example, they truly believed their products would benefit their
customers. By selling their products or services they believed they were helping
their clients fulfill specific needs or desires.
At this stage of my exploration I knew that I was on to something big: the
importance of beliefs. It seemed that working with my beliefs would have long
lasting effects on my sales. I still did not know how to uncover any hidden beliefs
or indeed how to change them, but the idea that I could change my world by justchanging my beliefs seemed very exciting.
From beliefs to spirituality
A few questions were running through my mind. Was the issue of beliefs possibly
the only key to why some people naturally sell well? Were there other factors
involved that influenced my sales life?
At around the same time, I began an interest in Yoga, Tao, meditation, chakras,
energy healing and other similar things. I attended many seminars and
workshops with wonderful teachers. Spiritual activities became an integral part of
my life. Yet, it seemed that I was living a double life. One part of me wanted to
succeed in sales and career, while another part wanted to experience the divine
and become free.
Gradually over time, the two parts of me started to merge and become one. I
began to see a direct connectionbetween the practical side of success in sales,
and the apparently esoteric concepts like energy healing and beliefs.
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Choose your reality
I learned that we create our reality by our beliefs, our thoughts and our feelings.
This includes all the circumstances, events and people in our lives. It is not by
chance that we have our life the way it is, in all areas: our relationships, jobs and
financial abundance or lack of it. Part of the reality we create is our sales reality,
our income, even the products and services we choose to offer. We are utterly
responsible for every single thing that happens to us.
It was actually very good news for me. Since we create our reality with our
beliefs and feelings, it follows that if we want to change our reality, all we need to
do is just to change our beliefs and feelings. Once this is done, the external
reality will just match our new internal one.
This means new opportunities, new people and new circumstances will present
themselves to us since we attracted them. And herein lies the hope for a new
beginning. We do not need to take care of any external conditions or reality so
to speak. We only need change our internal reality.
If this violates your current belief system, I can relate. When I first heard the idea
of being responsible for things that seemed outside my control, I also thought it
was ridiculous. By learning and practicing simple techniques from this book, you
can decide for yourself if you believe it. The proof of the pudding, as they say, is
in the eating. All I ask for is an open mind.
These techniques have worked for me and many other people and certainly they
can work for you if you give them a chance. You can change your thoughts and
feelings and then witness how your reality changes accordingly. And most
importantly you will enjoy larger and smoother sales, brought about with less
work and more joy.
What you believe is what you create in your life. For example, if you believe that
you need to work hard to get a decent sale, then this is exactly what you will
experience. If you believe you can attract sales instead of chasing after them
then this is what you will experience.
Furthermore, your beliefs influence your perspective, and you interpret events in
accordance with those beliefs. If you believe in abundance you will see it
surround you. If you believe in scarcity, you will notice it everywhere. Even when
there is enough information suggesting the opposite, we look for and find the
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evidence that supports our beliefs. This then becomes a vicious circle: belief
creates an experience that strengthens the belief.
The forces behind creation
There is a direct correlation between beliefs, thoughts and feelings. Most of the
time our thoughts come from our beliefs. Simply said, having a certain belief
causes us to be more tuned to supporting thoughts.
For example, if you believe that a given market does not have much to offer,
most of your thoughts regarding this market will reflect your belief, and they will
be rather limiting. So any actions, if any, that you undertake in this specific
market will also be rather limiting. Why bother?
On the other hand, if you believe that this new market has lots of potential and is
just waiting for your products, you will find yourself thinking completely
differently. You will probably think constructively about exploiting wonderful
opportunities in this market. Your actions and ensuing success will speak for
themselves, and the Universe will smile upon you.
Two people can look at the same situation, and because of different belief
systems, they would have completely different opinions about it, leading to them
deciding and acting in completely opposite directions. This reminds me an old
joke I heard some time ago.A company sent two salesmen to Africa to open new markets for
leather shoes. Three days after arriving, one salesman sent an
email to the head office, saying, I am returning on the next flight.
No possibility of selling shoes. Nobody wears shoes here. Everyone
goes barefoot.
There was no response from the other salesman for about two
weeks. Then a fat airmail envelope arrived at the factory with this
message: Hundred orders enclosed. The prospects are unlimited.
Nobody wears shoes here! Everyone goes barefoot!
Beliefs also have an impact on how we feel. Most of our feelings are related to
beliefs and thoughts. For example (I know, it is a bad example), if you lose an
important sale you might feel frustrated because of an underlying belief
(judgment) that it is bad for me to lose a sale. Yet if you believe there are lots
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of more fantastic sales waiting for you around the corner, then losing a single sale
would not worry you, and you will therefore feel different and take the whole
issue much lighter.
Defining beliefs and feelings
For the sake of clarity let us define a belief as an idea that we accept as true,
and let us define a feeling as an internal reaction to an event. An event can be
externallike watching a sunset, or it can be internallike thinking about having to
do the dishes (yuck!). In most cases, though, it is the thought or the judgment
about an external event that triggers a certain feeling.
For example, if your boss gives you a raise youd probably feel joy. If she gives a
raise to everybody but you, then youd probably feel anger. Here a feeling of joy
or anger is activated by an external event (and, of course, your thoughts about
it).
Feelings are everything
Sometimes we are not even aware of the cause of a feeling. You know it when
you wake up feeling fantastic, and the whole world smiles at you. And then
couple of hours down the road the feeling is lost.
Something happened during those hours to which you reacted subconsciously.
But you can become aware of what brings your energy down by paying attention
to how you feel. Then by being an observer, you will discover what pushes your
buttons. This is the first step to changing your inner reality: becoming
conscious of what makes you feel a certain way.
Feelings often have accompanying physical sensations. If you are scared to death
before giving a presentation to an audience, you may have a jittery stomach or aracing heart. Most of the time, though, the sensations are more subtle.
Paying attention to these bodily sensations can be useful for those of us who have
lost touch with our feelings. Every sensation has an underlying feeling or thought
that caused it, so after observing these sensations over time, it will be easier to
get connected to the feelings again.
There are couple of reasons why I devote so much time below to feelings. First,
as you will see your feelings are very important in the process of creating
anything. They can help you tremendously to create your sales success.
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Second, your feelings are a very good assessment of where your energy level is
at any given moment of time, or what we can label as your vibration.
Third, we naturally want to feel good. Very often when we want something, we
actually want the feeling that goes with having it. For example, great sales ontheir own can be just one part of what you want. Feeling successful and powerful
can be just as important.
So if you want to change your sales reality, it would make sense to release
anything that stands between you and feeling the way you want.
Law of Attraction
So it is not by chance that your life is the way it is: your sales situation, yourrelationships, your job and your level of financial abundance. You have created or
attracted all these things into your life according to a fundamental energy
principle called the Law of Attraction. It states that like attracts like, that we
attract experiences that are of a similar vibration to our thoughts and feelings.
Something is in your life because you had a similar vibration to it, so it
was attracted into your space. This process of attracting continues forever:
whatever you vibrate is what you will get.
Vibrations
Take something at hand, for example, your hand. Notice that it looks solid, not
transparent (unless you watched TV for too long). Have you ever wondered why
this is so? It is because your eyes receive various light vibrations, and the brain
does a fantastic job at translating these vibrations into something you see: your
hand!
Just as you receive light vibrations reflected from your hand, so everything else
has its own vibration or set of vibrations. This is because everything in the
Universe is made of energy even though we do not see it with our physical eyes.
Modern quantum physicists agree that the world is not hard and solid, as it
seems. Einstein showed that everything is made of energy with his famous
equation:
Energy equals to Mass times the speed of light squared.
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Look at your hand again. You see the skin, but you know from basic physics that
your hand is made of molecules, which in turn are made of atoms. Atoms in turn
are made of sub-atomic particles. And these sub-atomic particles are really tiny
bits of energy. So on an energy level we can say that your hand is energy
condensed in the form that you recognize as your hand. You just perceive this
energy as solid matter, with help of your senses and your brain as interpreter.
So everything is composed of energy. And since all is energy, everything vibrates
and has its frequency or set of frequencies. This also includes us, humans. We are
also made of energy. We are really energy beings. And we constantly send out
and receive vibrations.
Your hand has its own vibrations, so does your brain, liver and any other organ in
your body. You as a whole simultaneously and continuously send out and receive
vibrations. Every time you have a thought or a feeling you send out a
specific vibration. If you habitually entertain certain thoughts or certain
feelings, after a while they become your predominant vibrations.
Has it ever happened to you that you could sense vibrations of other people and
immediately have an inner feeling about them? Or know how they feel? Or when
the phone rang, your friends name popped up in your mind, and when you
picked up the phone, there she was! What happened was that you felt the energy
vibration when your friend was thinking to speak to you. This information then
made its way to your conscious mind in the form of a name in your head.
Vibrational Mechanics
Our thoughts, feelings and words are very real things. Each one has its own
energy vibration with its corresponding specific frequency. When you think about
closing a fantastic sale, you set the energy in motion. As a result of your focus,
these fantastic sale vibrations attract similar energy vibrations from the
Universe. This is the Law of Attraction in action. We are like big walking antennas
that continuously send and receive multiple vibrations at the same time.
These similar energies that you attract begin to build up in your energy space. It
goes on until you have enough vibrations of similar frequencies in your space,
and then they finally crystallize on the physical plane. They can manifest in the
form of specific events, people or opportunities that you pulled towards you. You
create new reality, corresponding to your thoughts and feelings.
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Antennas in act ion
The other day it snowed heavily and it reminded me of the manifestation process.
The next time it snows, look at the sky. Even if you could reach the clouds and
touch them with your hand, you probably would not feel much. Clouds are just
not solid enough as they are made of water vapor. As it gets colder, the small
droplets of water in the clouds turn into small ice crystals, the cloud becomes too
heavyand falls to the ground in the form of snow.
I believe the same thing happens with energy. First it is in a form of thoughts and
feelings. Then once there is enough energy with a similar vibration, this intangible
energy of thoughts and feelings crystallize into dense physical reality. In other
words similar patterns of thoughts and feelings manifest themselves on the
physical plane.
Our energy vibrations attract all the situations in a physical reality. How you
vibrate will bring you the circumstances that match your vibrations.
Another analogy is the way tourists from Asian countries do not get lost in the
multitude of other people in big cities in Europe: they follow their tour guide who
holds their national flag high in the air. Even amongst huge crowds, the tourists
quickly see the flag and use it as a beacon to gather round their tour guide.
The same process takes place in your life, only that you are the tour guide in your
life. You hold up several specific vibrations (flags), and then matching energy in
the form of circumstances or people invariably find their way to you.
Watch it happen
We can also witness this manifestation process in ordinary life situations, often
repeated with amazing precision. People are not satisfied in their relationships,
and blame it on their partner. Finally they separate and later they find themselves
in another relationship: different partner, different relationship, but after some
time exactly the same problems appear.
What happened? In energy terms, whatever it was in the first place that attracted
the problem was still there. The same beliefs, the same thoughts and the
same feelings result in the same vibrations being sent out. Therefore the
same problem was attracted again.
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Or take, for example, someone who is always deep in financial debt regardless of
the salary. Again, as long as the pattern that attracted or created the financial
debt is not changed, this situation will keep repeating.
I have also seen opposite cases in which a person seems to have the Midas touch.I met one young man who, at the age of twenty-five, already had his own
newspaper and a chain of successful companies. He always seems to be in the
right place at the right time. Whatever he launches turns quickly into success, no
matter what the circumstances are. His beliefs and thoughts simply do not leave
any room for failure. He focuses on what he wants to accomplish and his
predominant vibration is that of success. And he literally attracts it.
Another person I met changed his destiny when he discovered that his
predominant vibration was that of not enough sales. No matter what his sales
were he would always say not good enough. Nothing seemed enough for him
and his vibration was just that: not enough sales. Even though he seemed to be
doing right things in terms of marketing, and he did have some sales, he still only
managed to break even. Business success seemed to elude him. After he realized
how he was blocking his success with his self-criticism and his focus on not
enough sales, he was ready for a fantastic turnaround.
Feelings translate into vibrations
If vibrations are so important, how could you know your dominant vibration at
any given moment? Its quite simple, actually. Just notice how you feel.
We, human beings already have this built-in sensor in form of feelings. How you
feel and think translates on an energy level into how you vibrate. It is just much
easier in most cases to notice your feelings than your thoughts. So if you want to
know what energy you are sending out, just pay attention to your feelings.
Are you feeling any of these feelings: love, joy, piece or gratitude? If so, then
your vibration is currently high.
Anytime you start feeling anger, guilt, fear or worry, you have dropped your
vibration. Or in the case of sales, if you are feeling frustrated about your current
sales situation, then you are attracting even more problems with your sales.
If, on the other hand, you are feeling successful, you become attuned to thefrequency of success, and thus start to attract even more success. The result will
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be that the Universe then supplies you with more situations in which you
experience sales success. Feel grateful for whatever sales you currently
have, and you set the stage for more sales.
Therefore since thoughts and feelings generate corresponding vibrations, how youfeel and what you think has a direct impact on what reality you attract.
Your thoughts and feelings attract the corresponding reality to you.
The power of focus
Here is a simple exercise that you can start immediately to change your energy
level.
The Exercise: Imagine a perfect sale
Take a minute now to imagine your ideal sale. Imagine that you are now with a
potential client. You see yourself making a terrific presentation or talking about
your service. The prospect is very interested. You hear her excitedly telling you
about how she will use your product or will benefit from your service. You sense
great rapport you have established.
You know that what you offer will bring lots of value to this customer and she isthrilled about the whole thing as well. The price has already been discussed and
there is complete agreement. The sale is closed, and everyone is happy. You are
all smiles, you thank your new customer and she thanks you. You feel deeply
grateful for this excellent and effortless sale.
You changed your focus
What you may have noticed that after mere half a minute of this simple
imagination exercise, something in you has changed and feels different. You
might sense a different vibration present.
What have you just done? You chose to imagine something, and just by doing so,
your vibration changed. The moment you started to imagine this perfect sale,
your focus changed to a perfect sale. And so did your vibration. So by simply
changing focus, we change vibration. This process of changing focus occurs many
times during your day, mostly going unnoticed.
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Focus and vibrations
Simply said, focus changes our thoughts and feelings and therefore our
vibrations. What you regularly and consistently focus on will change the
vibrations in your space. This, in turn, will bring the experiences matching these
vibrations into your life. What you focus on comes to you and expands in your
life.
If focus is so important, then the obvious question is, What do we focus on and
how can we change our focus?
You get what you focus on
Everyone focuses. I do. My friends do. You do as well. You may not be aware of
it, but you still do focus. To focus is simply to maintain attention on something
specific. Not like a police officer recently said on TV, we focus on all directions.
Sometimes it is very easy to see when we focus, while other times we just dont
realize it.
When you think of yesterdays dinner and how you enjoyed it, you focus on the
great dinner and the joy you had. Vibrationally you invite more great dinners and
joy to come. When you speak about how hard negotiations were with a greedy
customer, you focus on it. By focusing on it you attune to hard negotiations and
greedy customers vibration, and give birth to more of the same kinds of
experiences. Soon you will find many more greedy customers with difficult
negotiations.
If on other hand you caught yourself thinking about how easy a sale went,
congratulations! Spend more time thinking and feeling it, and you will soon
experience more sales of this kind.
Choosing focus
At work or in your business, do you usually focus on positive aspects such as
happy customers that you helped, possible successful promotion, fabulous growth
and your excellent money situation? Or do you fear (and therefore focus on)
potential obstacles or think of many possible things that could go wrong?Most of us tend to focus on both the positive and the negative. Some people
focus more on the positive and we call them optimists, while others spend theirattention more on the negative, and we call them pessimists. The majority of
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people, though, are somewhere in-between. Life matches the focus: optimists
have better health, better lives, more prosperity and deal better with various
difficulties, which arise on the way.
A common example of negative focus is concentrating on lack, or on what you donot have. Next time you notice that you talk about a difficult sale or not earning
enough money, stop and just observe where you put your focus, because this is
what is going to expand.
Are all of your sales difficult? Could you find some, or at least one, not-so-difficult
sale? Did you earn anything at all last month? Dont say that you earned almost
nothing, because in doing so you are focusing on it, and next month you may
invite half of this nothing. Focusing on lack is a way of looking at the half-empty
glass.
If you find yourself complaining that you have no free time for yourself, you are
focusing on the negative, and soon you may find you have even less free time.
There is always some success present, always some abundance, always at least
some money or some free time. We will experience more of these things or
qualities depending on how much we notice them already present in our lives.
Conversely, the more we focus on our lack of success or lack of money, the fasterwe will see their decrease.
To everyone who has, more will be given, and he will have abundance;
but from him who does not have, even what he has will be taken away.
- Jesus
What would happen if you started to focus consistently on positive things and
possibilities?
You will be creating more and more corresponding successful experiences, and
attracting happy customers and positive circumstances into your life. Your sales
life would be much more flowing and effortless. And even when you come across
some problems or obstacles on the way, your focus will easily attract solutions.
Simple Secret of manifesting anything
A simple procedure for manifesting anything, which certainly includes success in
sales, is focusing on the end result of what you want.
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1. Decide what you want
2. Focus on it until you receive it
Ha! Is that all? This process is so simple that many people not yet familiar with
this idea would disregard it as too good to be true. Yet simple does not meaneasy. In fact, it can be rather difficult to stay focused on what you want,
especially when things do not initially go as you would have liked.
It is easy to stay focused on having many clients when you have them, but what
about holding the focus steady when reality says the opposite, with no clients on
the horizon? Easier said than done. Yet, this is exactly the way to manifesting
what you want.
A few years ago I witnessed how one friend of mine was opening a new retail
business with a potentially hot product. Initially he was full of enthusiasm
preparing all the colorful flyers and brochures. Everything was going well and
since he did his marketing well, more and more shops started to sell his product.
He was happy.
However, after a few weeks another company with a similar product entered the
market. My friend got worried about losing the market to the competitor, not
considering that there may be enough room for everyone.
Soon his sales peaked and began declining. Now, instead of keeping his focus on
what he wanted, which is growing sales, all he could focus on was how bad things
were going for him, how sales were going down and how his competitor was
getting his potential customers.
He got more worried, and fears and doubts became his friends. He did not realize
that his energy only accelerated the process. He allowed his fear to dominate him
and forgot (or more precisely did not know) that he attracted his reality, which
included his customers, his market conditions and his sales. Had he stayed firmly
focused on his vision of success, the Universe would have matched his focus, and
sales would have found their way up.
Another person I met was behaving quite the opposite. A young woman in her
late twenties was setting up a business in a specific food industry, where until
then only big corporations were present.
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Everyone told her she was doomed to failure, saying that it was impossible to
succeed being a small player. Did she listen to them? Yes. But did she believe it,
take it to her heart and focus on possible failure? No way! She had obstacles, but
she always stuck to her vision. Barely three years later, I heard someone from
the industry speak about her business, and I realized that she had become one of
the big corporations!
What holds back your sales?
Limiting beliefs
If focus is so important, why then do we tend to focus sometimes (and for some
of us most of the time) on negative issues which further bring more negative
experiences into our lives? If just changing focus would change our lives,why doesnt everyone just change their focus and enjoy the complete abundance
in life? The answer lies in our sub-conscious beliefs and trapped feelings.
Limiting beliefs cause us to see the world in a limiting way, cutting us off from all
the available abundance. This results in thoughts or feelings with negative focus.
If, for example, you have a belief that money is hard to get at these days, or
there are not enough opportunities, then even presented with excellent
opportunities you will be less likely to notice them, and instead focus on what is
missing or why they would not work out. Remember those shoes salesmen in
Africa? Reality is what you believe it to be.
Trapped feelings
The other obstacle to accessing abundance is that of trapped feelings, those
feelings that we did not express at a certain time in our life. Unexpressed anger,
hurt and other similar feelings usually they have their origins in our childhood.
Consciously we may not remember the circumstances when we suppressed these
feelings, but subconsciously we are still manipulated by them. Frequently the
circumstances were so painful to our child psyche that we could not deal with
them consciously as young children. We buried the feelings and forgot the
experiences but their energy is still here, present at a cellular level.
Our trapped feelings can also go back to a time before we were even born. In her
excellent book Feelings buried alive never die, Karol Truman shows how the
feelings of parents in the prenatal period strongly influence children. They
establish incorrect perceptions, and they can also develop problematic emotional
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predispositions. For example, children from unwanted pregnancies may grow up
feeling unwanted. Can you imagine selling while subconsciously feeling that you
and your products are not wanted?
These trapped feelings stay with us for years, many times even throughout ourentire life. They want to use every opportunity to express themselves, and
will attract situations that give them the chance to do so.
You probably noticed that some people experience the same patterns of feelings,
time and again. One person is always angry about something, another always
finds something about which to feel resentful, yet another one complains
constantly and acts as a victim. Some other people seem to relish struggling and
suffering. Not that they never experience joy or love, it is just that they seem to
be conspicuously stuck with the same negative feelings.
The impact of feelings and beliefs
Many of our limiting beliefs and trapped feelings are constantly reflected in our
sales reality. For example, one of the most common fears of a salesperson is the
fear of rejection. Where does it come from? It could originate in early childhood
and be strengthened later in life with many small or big events. Almost everybody
had his/her sincerest desire denied at one time or another by well wishing
parents or strict teachers.
It could be something as prosaic as asking for an ice cream when you were young
and getting a stern No! It could make you think there is something wrong with
asking. Just that single moment of rejection could bring a fear of approaching
customers in the future. And when we have a fear of rejection, what do we invite?
A situation in which we are rejected, in other words no sale for today.
This does not mean to say that we should always say Yes to children no matter
what the circumstances are. It simply shows the dynamic from a childs point of
view.
These trapped feelings, like limiting beliefs, cause us to have a negative focus. If
I am afraid of rejection, what will I worry about most when talking to a prospect?
Subconsciously I will be sending out a single vibration, Do not reject me! Or if
someone has a fear of failure, what will be the approach to the potential sale?
How to succeed? Unfortunately, more probably, they would be focused on How
not to fail.
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These vibrations of negative focus will attract even more negative thoughts and
feelings, all related to the fear of being rejected or unwanted. They can appear in
various forms such as anger about a stubborn client, frustration for having not
enough customers, or fear of a strong competitor.
Summary
Manifesting abundance in sales, or in anything else for that matter, is as simple
as keeping focus on what you want, and letting the abundance come to you in the
form of opportunities, people and events. But there are a number of factors that
hold us back from focusing on what we want, and therefore from letting sales
happen. Here is the typical sequence showing how we create our reality:
1. Limiting beliefs and trapped feelings result in having a focus on the
negative or the lack.
2. Focus on the negative or the lack further attracts negative thoughts
and feelings.
3. The energy of these negative feelings and thoughts magnetize
more matching vibrations until they crystallize in the form of
corresponding events.
This means that if we want to keep focus on effortless and abundant sales, one ofthe cornerstones must be removing limiting beliefs and releasing trapped feelings.
Releasing these beliefs and feelings will free you from focusing on the
negative or on what is missing.
In the following chapters I will thoroughly discuss common limiting beliefs and
trapped feelings related to selling. You will also learn and practice powerful
techniques of releasing them. Then it will become easy and natural for you to
keep focus on what you really want.
Each time you let go of a limiting belief or a trapped feeling, you release one
more internal obstacle that would have focused you on what you do not want.
You will be able to keep a steady focus on what you do want without being
influenced by external conditions, since you know that you created them, and
now you are creating new ones. With this knowledge and skill, you have opened a
door to creating miracles, be it with abundant sales, abundant riches or personal
happiness.
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4. A spiritual profession
Can sales be a spir itual profession?
One of the most widespread subconscious beliefs that many spiritual or well-
meaning folk have, is that it is somehow wrong or bad to sell. I feel we have to
address this belief early on in this book, since otherwise it will always be an
internal barrier to realizing your full sales potential. So if we started talking about
spiritual things let me ask you, Can sales be a spiritual profession?
You may be thinking of a minister, a priest, a rabbi or even a marriage counselor
trying to save someones marriage as spiritual, but a salesperson? Are you
kidding?
I ask you now for a few short moments to put aside all of your previous
experiences where salespeople successfully pushed your gentle buttons, and
consider the question again. Deep within yourself you may already know the right
answer. Selling can be a very spiritual business.
If you are a reader who recently met a pushy salesperson trying to force you into
signing a strange piece of paper with some digits suspiciously resembling your
credit card number, then your view of the sales profession might be anything but
spiritual!
Or have you recently opened a door to some sneaky door-to-door salesman who
begged you for just a short minute and ended up wasting a long half-hour of your
precious time? If yes, then you might even be angry at my suggestion that there
is anything spiritual about sales.
A sale around every corner
But wait! Before we judge the whole profession of sales based on these tragic
experiences, I invite you to see the bigger picture. Let us consider how we obtain
the things we have. Most things or services we have received were either from
people or companies.
In todays world, it is seldom that you do everything by yourself. Even if you are
completely self-sustained and you grow your own vegetables and sew your own
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clothes, wouldnt you agree that there would probably still be a few things that
you would barter trade with your neighbor. There you have it: that is a sale.
When you exchanged what you had with what you needed, you made the sale. It
could be your homegrown potatoes with your neighbors t-shirt (oh, no, only nothis dirty t-shirt!). Before you exchanged goods, each of you had to show the
other one what you had: the product presentation. Then you probably wanted to
try on his t-shirt, and he may have wanted to taste your potato chips: the
product evaluation. And you somehow had to agree as to how many potato chips
were equal to one t-shirt: the price negotiation.
Finally, each of you is happy, you with your new cool t-shirt and your neighbor
with your potato chips in his stomach. The sale is closed.
The root o f all evil or a spir itual energy?
In reality, though, we mostly get goods and services through money, not barter.
Money is just a symbol that society agreed to use for a measure of exchange.
Some people do not like to talk about money, thinking there is something wrong,
bad or even evil about it. But then think what a world we would have without
money!
Actually thousands of years ago people used various objects as money, but today
it is more customary to use pieces of paper for that purpose. Today you dont
need to carry twenty-seven beans with you to buy a piece of Roquefort cheese.
You just give money for the exchange of cheese. Or you simply slide your neat
credit card, sign and the deal is closed.
Money is actually a very spiritual energy. You receive this energy equal in value
to your service. Supposing you give it with love. What you get in exchange, then,
is love in the form of money.
If some part of you thinks money is not good or filthy, this belief is a
serious obstacle to your prosperity. In that c