Thought I’d share something that might strike a cord with some of you.
This comes from the book “The Greatest Salesman in the World.” I personally try to read it about once a week or so, and while it’s about sales, you can replace the word “sales” with whatever you do (i.e. woodworking, painting, repairing, writing, etc.).
No matter what it is, if you can put love in your heart toward the work and customers/clients you are serving, you’re going to land higher and achieve more. Here’s the speech, which I’ve edited down and condensed (bold emphasis is my own):
- Only principles endure, and good habits are the key to all success. Bad habits are the unlocked door to failure. Thus, the first law is I will form good habits and become their slave.
- As I read these principles each day, I will begin to awake, each morning, with a vitality I have never known before. My vigor will increase, my enthusiasm will rise, my desire to meet the world will overcome every fear I once knew at sunrise, and I will be happier than I ever believed possible to be in a world full of strife and sorrow.
- Soon, these actions and reactions will become easy to perform, for any act with practice becomes easy.
- And when an act becomes easy through constant repetition, it becomes a pleasure to perform and if it is a pleasure to perform it is a man’s nature to perform it often.
- Today, my old skin has become as dust. I will walk tall among men and they will know me not, for today I am a new man, with a new life.
- When I am making sales, I will make love my greatest weapon, and none on whom I call can defend against its force. My reasoning they may counter; my speech they may distrust; my apparel they may disapprove; my face they may reject; and even my bargains may cause them suspicion; yet my love will melt all hearts just as the sun’s rays soften the coldest clay.
- I will greet this day with love in my heart.
- And how will I do this? Henceforth I will look on all things with love and I will be born again. I will love the sun for it warms my bones; yet I will love the rain for it cleanses my spirit. I will love the light for it shows me the way; yet I will love the darkness for it shows me the stars. I will welcome happiness for it enlarges my heart; yet I will endure sadness for it opens my soul. I will acknowledge rewards for they are my due; yet I will welcome obstacles for they are my challenge.
- And how will I speak? I will laud mine enemies and they will become friends; I will encourage my friends and they will become brothers. Always I will dig for reasons to applaud; never will I scratch for excuses to gossip.
- How will I react to others? With love. For just as love is my weapon to open the hearts of men, love is also my shield to repulse the arrows of hate and the spears of anger.
- And how will I confront each person that I meet? In only one way. In silence and to myself I will address him and say I Love You. Though spoken in silence these words will shine in my eyes, unwrinkle my brow, bring a smile to my lips, and echo in my voice; and his heart will be opened. And who is there who will say nay to my goods when his heart feels my love?
- I will cherish my body with cleanliness and moderation.
- Never will I allow my heart to become small and bitter, rather I will share it and it will grow and warm the earth.
- I will persist until I succeed.
- With love I will increase my sales a hundredfold and become a great salesman. If I have no other qualities, I will succeed with love alone. Without it, I will fail though I possess all the knowledge and skills of the world.
- I will greet this day with love and I will succeed.
- I am not a sheep waiting to be prodded by my shepherd. I am a lion and I refuse to talk, to walk, to sleep with the sheep. I will hear not those who weep and complain, for their disease is contagious. Let them join the sheep. The slaughterhouse of failure is not my destiny.
- The prizes of life are at the end of each journey, not near the beginning.
- Always, I will take another step. In truth, one step at a time is not too difficult.
- Henceforth, I will consider each day’s effort as but one blow of my blade against a mighty oak. The first blow may cause not a tremor in the wood, nor the second, nor the third. Each blow, of itself, may be trifling, and seem of no consequence. Yet from childish swipes the oak will eventually tumble. So it will be with my efforts of today.
- I will build my castle one brick at a time for I know that small attempts, repeated, will complete any undertaking.
- I will never consider defeat and I will remove from my vocabulary such words and phrases as quit, cannot, unable, impossible, out of the question, improbable, failure, unworkable, hopeless, and retreat; for they are the words of fools. I will avoid despair but if this disease of the mind should infect me, then I will work on despair. I will toil and I will endure.
- I must fail often to succeed only once.
- I will try, and try, and try again.
- When each day is ended, not regarding whether it has been a success or failure, I will attempt to achieve one more sale.
- I am nature’s greatest miracle. A hundredfold or more can I increase my accomplishments of yesterday and this I will do, beginning today.
- I am here for a purpose, and that purpose is to grow into a mountain, not to shrink to a grain of sand.
- I will practice, and improve, and polish the words I utter to sell my goods, for this is the foundation on which I will build my career and never will I forget that many have attained great wealth and success with only one sales talk, delivered with excellence. Also, I will seek constantly to improve my manners and graces, for they are the sugar to which all are attracted.
- I will live this day as if it is my last. Yesterday is buried forever and I will think of it no more. Neither will I think of tomorrow. Why should I throw now after maybe? And why should I torment myself with problems that may never come to pass?
- Each hour of this day will I cherish for it can never return. Each minute of this day will I grasp with both hands and cherish with love for its value is beyond price. What dying man can purchase another breath? What price dare I place on the hours ahead? I will make them priceless!
- I will avoid with fury the killers of time. Procrastination I will destroy with action; doubt I will bury under faith; fear I will dismember with confidence.
- Where there are idle hands, I will linger not; where there are idle bodies, I will visit not. From here on out, I know that to court idleness is to steal food, clothing, and warmth from those I love. I am not a thief. I am a man of love and today is my last chance to prove my love and my greatness.
- Today I shall embrace my woman with sweet kisses; Today I shall lift up a friend in need; Today I shall make the best day of my life. I will drink every minute to its full. I will savor its taste and give thanks. I will make every hour count and each minute I will trade for something of value. I will labor harder than ever before and push my muscles until they cry for relief, and then I will continue. I will make more calls than ever before. I will sell more goods than ever before. I will earn more money than ever before. Each minute of today will be more fruitful than hours of yesterday. My last must be my best. I will live this day as if it is my last, for it is my last.
- I make my own weather. If I bring rain and gloom and darkness to my customers, then they will react with rain and gloom and darkness.
- Ignore your thoughts. Each day you awaken, before sadness, self-pity, or failure captures me, I will follow this plan of action:
— If I feel depressed, I will sing.
— If I feel sad, I will laugh.
— If I feel ill, I will double my labor.
— If I feel fear, I will plunge ahead.
— If I feel inferior, I will wear new garments.
— If I feel uncertain, I will think of wealth to come.
— If I feel poverty, I will think of wealth to come.
— If I feel incompetent, I will remember past success.
— If I feel insignificant, I will remember my goals.
— Today I will master my emotions.
- Despair and sadness are easy to recognize, but these dangers approach without you noticing:
– If I feel overconfident, I will recall my failures.
– If I overindulge, I will think of past hungers.
– If I feel complacency, I will remember my competition.
– If I enjoy moments of greatness, I will remember moments of shame.
– If I feel all powerful, I will try to stop the wind.
– If I attain great wealth, I will remember one unfed mouth.
– If I become overly proud, I will remember a moment of weakness.
– If I feel my skill is unmatched, I will look at the stars.
- No longer will I judge a man on one meeting; no longer will I fail to call again tomorrow on he who meets me with hate today.
- I will laugh and my life will be lengthened, for this is the great secret of long life and now it is mine. I will laugh at my failures and they will vanish in clouds of new dreams.
- Each day will be successful only when my smiles bring forth smiles from others and this I do in selfishness, for those on whom I frown are those who purchase not my goods.
- Only with laughter and happiness can I truly become a success.
- I have a choice. I will not let my life be fed to swine nor will I let it be ground under the rocks of failure and despair, only to be broken open and devoured by the will of others. Today I will multiply my value a hundredfold. And how will I accomplish this?
— Today, I will set goals for the day, the week, the month, the year, and for my entire life.
— Today, I will surpass every action I performed yesterday.
— Today, I will do the work that a failure will not do.
— Today, I will not be content with my performance in the market.
— Today, I will strive to make the next hour better than this one.
— Yet, never will I proclaim my own accomplishments. Let the world, instead, approach me with praise and may I have the wisdom to receive it in humility.
- I will act now.
- I will act now.
- I will act now.
- Only action determines my value in the marketplace and to multiply my value I must multiply my actions.
- Tomorrow is the day reserved for the labor of the lazy. I am not lazy. Tomorrow is the day when the weak become strong. I am not weak. Tomorrow is the day when the failure will succeed. I am not a failure.
- I hunger for success. I thirst for happiness and peace of mind. Lest I act, I will perish in a life of failure, misery, and sleepless nights.
Hope you guys got half as much from that as me! I’d suggest reading it on a regular basis and modifying it to suit your own industry or trade, so that you can read it as if it’s a daily or weekly mantra. (Maybe Monday before commuting to your job or Sunday night as you’re dreading going back to work?)
Here’s the link to the book again in case you’re interested in it: “The Greatest Salesman in the World.”
Stan R. Mitchell
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Stan R. Mitchell, author and prior Marine, is best known for his Nick Woods Marine Sniper series, which has remained in the Top 100 on Amazon for more than three years. The series has also been picked up by Audible.com for a multi-book audio deal. Additional works include a Western thriller, detective series, and World War II story. Learn more at http://stanrmitchell.com.