Letting Sales Happen 1

Letting Sales Happen
The Spiritual Path to Selling
By Greg Mendeleev
"Be realistic. Plan for a miracle." - Bhagwan Shree Rajneesh
Letting Sales Happen: The Spiritual Path to Selling
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: info@letting-sales-happen.com
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.
Table of Contents
1. MY PENNY FINALLY DROPPED................................................................................. 8 2. IN THE BEGINNING ................................................................................................... 11 3. YOU CREATE YOUR SALES REALITY .................................................................... 15 What successful salespeople have in common ................................................................. 15 Rat experiment .................................................................................................................... 15 Quantum physics experiment.............................................................................................. 16 Setting sales expectations .................................................................................................. 16 Why we expect the things we expect? ................................................................................ 17 Beliefs become facts ........................................................................................................... 17 From beliefs to spirituality.................................................................................................... 18 Choose your reality ............................................................................................................. 19 Defining beliefs and feelings ............................................................................................... 21 Feelings are everything ........................................................................................................ 21 Law of Attraction ................................................................................................................... 22 Vibrations ............................................................................................................................ 22 Vibrational Mechanics ......................................................................................................... 23 Antennas in action............................................................................................................... 24 The power of focus................................................................................................................ 26 The Exercise: Imagine a perfect sale.................................................................................. 26 You changed your focus...................................................................................................... 26 Focus and vibrations ........................................................................................................... 27 You get what you focus on.................................................................................................. 27 Choosing focus.................................................................................................................... 27 Simple Secret of manifesting anything................................................................................ 28 What holds back your sales? ............................................................................................... 30 Limiting beliefs..................................................................................................................... 30 Trapped feelings.................................................................................................................. 30 The impact of feelings and beliefs....................................................................................... 31 Summary ................................................................................................................................ 32 4. A SPIRITUAL PROFESSION ..................................................................................... 33 Can sales be a spiritual profession? ................................................................................... 33 A sale around every corner ................................................................................................. 33 The root of all evil or a spiritual energy? ............................................................................. 34 The sacred link .................................................................................................................... 35 A fresh perspective on selling ............................................................................................. 35 Typical Salesman!............................................................................................................. 35 How popular perceptions affect your sales ......................................................................... 36 Choosing to see sales differently ........................................................................................ 36 Whats in the product?.......................................................................................................... 38 A sale from the energy perspective..................................................................................... 38 Yummy, yummy in my tummy ............................................................................................. 38 Can you sense a book?....................................................................................................... 39 Selling with love..................................................................................................................... 40 Choosing the energy ........................................................................................................... 40 Raising your vibration.......................................................................................................... 41 The Exercise: Sitting in the Heart........................................................................................ 41 Selling more than just a product.......................................................................................... 43 Summary ................................................................................................................................ 44 5. CREATIVE IMAGINATION ......................................................................................... 46 The power of imagination ..................................................................................................... 46 Hocus-pocus ....................................................................................................................... 46 It all begins with a thought................................................................................................... 46 You use imagination all the time ......................................................................................... 47
Imagination changes the way you feel ................................................................................ 47 Memory triggers feelings ..................................................................................................... 48 Brain science and the effects of imagination....................................................................... 49 Imagination creates reality .................................................................................................. 50 Exercises to realize imagination in the physical world ..................................................... 51 Defining your ideal sales vision........................................................................................... 51 The Exercise: Writing your dream sales vision ................................................................... 51 Using creative imagination for sales ................................................................................... 54 The Exercise: Closing the Loop visualization ................................................................... 55 Notes on the visualization exercises ................................................................................... 58 Summary: Closing the Loop visualization in brief............................................................. 59 Why does it work so well?.................................................................................................... 60 Serving others is serving yourself ....................................................................................... 60 Let the Universe handle the details..................................................................................... 61 The effects of the exercise on limiting beliefs ..................................................................... 61 Internal conflicts come to surface........................................................................................ 62 Best time to practice............................................................................................................ 63 You are already an expert in manifesting............................................................................ 64 From imagination to reality .................................................................................................. 65 Natalie stays focused .......................................................................................................... 65 How fast will my reality manifest? ....................................................................................... 66 The importance of a time buffer .......................................................................................... 68 Where will the money come from? An example.................................................................. 69 When it just doesnt arrive ................................................................................................... 70 Summary ................................................................................................................................ 72 What will start to happen ..................................................................................................... 72 Ensuring smooth manifestation of your reality .................................................................... 72
6. DEALING WITH DIFFICULT CUSTOMERS............................................................... 75 Hall of mirrors ........................................................................................................................ 75 Every customer is your reflection ........................................................................................ 75 Using Mirror to discover internal blocks: An example ......................................................... 76 Connecting external and internal realities ........................................................................... 76 The Exercise: Mirror ............................................................................................................ 77 Applying the Mirror exercise: customer objections ............................................................. 79 Raising the vibration of a relationship ................................................................................ 81 Bless difficult customers...................................................................................................... 81 The Exercise: Sending Light ............................................................................................... 81 Your thoughts are not really private .................................................................................... 82 De-cording Exercise: Cutting the ties that bind ................................................................... 82 When nothing seems to work............................................................................................... 86 Close one door, another ten will open .............................................................................. 86 Examples of customers who didnt want to pay .................................................................. 87 7. DEALING WITH COMPETITION ................................................................................ 89 Competition is always self-made ......................................................................................... 89 Limiting beliefs and feelings about the marketplace ........................................................... 90 Fear has big eyes: An example........................................................................................... 91 Creating a bigger pie ........................................................................................................... 92 If you win the Rat Race, youre still a rat .......................................................................... 92 Bless your competitors, and be blessed with none........................................................... 93 8. SIMPLEST WAY TO KEEP STREAMS OF SALES COMING ................................... 95 Gratitude works wonders ..................................................................................................... 96 Keeps you focused on what you want................................................................................. 96 Puts you in a positive and abundant state of mind ............................................................. 96 Greatly raises your vibration ............................................................................................... 97 Makes you feel good. Really good. ..................................................................................... 97 The Exercise: Thank-affirmation.......................................................................................... 97 Lazy mans way to abundance............................................................................................ 98
Every time I needed money ............................................................................................. 98 Connecting to an unlimited sales potential.......................................................................... 99 Implement gratitude with a journal ...................................................................................... 99
9. TIME TO RELEASE TRAPPED FEELINGS............................................................. 101 Healing the sales wounds................................................................................................... 101 Scars from the past impact your current sales.................................................................. 101 Example of the effects of trapped feelings ........................................................................ 101 Trapped feelings attract corresponding reality .................................................................. 102 Trapped feelings create internal obstacles ....................................................................... 103 Uncovering your trapped feelings ..................................................................................... 103 Examples of common fears............................................................................................... 104
Fears about failure / success....................................................................................................... 104 Fears about expressing yourself / interacting with others............................................................ 104 Fears about commitment / responsibility ..................................................................................... 105 Fears about inadequacy .............................................................................................................. 105
How to release trapped feelings ........................................................................................ 107 Method 1: Release by learning to feel the feelings ........................................................... 107
Getting back in touch with feelings .............................................................................................. 107 Feeling without prejudice............................................................................................................. 109 The Exercise: Learning to Feel the Feelings ............................................................................... 109
Method 2: Release using imagination ............................................................................... 110

The Exercise: Bubble technique for releasing trapped feelings ................................................... 111 Alternatives to bubbles: more releasing metaphors..................................................................... 111
Method 3: The Exercise: Direct releasing for removing trapped feelings ......................... 112 Method 4: Release with EFT: The Emotional Freedom Technique .................................. 113
All negative emotions have corresponding energy blockages ..................................................... 113 Emotional form of acupuncture.................................................................................................... 114 Further information on EFT ......................................................................................................... 114 EFT tapping points ...................................................................................................................... 115 The Exercise: EFT for releasing trapped feelings........................................................................ 116 Notes on the EFT exercise .......................................................................................................... 117 Example of EFT: dont be shy; go for the big issues.................................................................... 119
Summary .............................................................................................................................. 120
10. TIME TO RELEASE LIMITING BELIEFS............................................................... 123 Feelings and beliefs are interrelated ................................................................................. 123 Which to release first? Beliefs or feelings? ....................................................................... 123 Choosing between empowering or limiting beliefs ......................................................... 124 Beliefs are everywhere...................................................................................................... 124 Creating a list of beliefs that no longer serve you ............................................................. 124
Beliefs about money .................................................................................................................... 126 Beliefs about starting out ............................................................................................................. 127
How to know if you have a limiting belief? ........................................................................ 127 Uncovering what is holding you back subconsciously. ..................................................... 128
The Exercise: Uncovering beliefs 1 ............................................................................................. 128 The Exercise: Uncovering beliefs 2 ............................................................................................. 129 The Exercise: Uncovering beliefs 3 ............................................................................................. 131 Effects of subconscious limiting beliefs: an example ................................................................... 132
How to release limiting beliefs ........................................................................................... 133 Method 1: The Exercise: EFT for removing limiting beliefs............................................... 134
Notes on the EFT exercise .......................................................................................................... 135
Method 2: The Exercise: Direct releasing for removing limiting beliefs ............................ 135
BSFF ........................................................................................................................................... 136
What happens after you remove limiting beliefs? ........................................................... 137 New beliefs through affirmations....................................................................................... 137 Notes on affirmations ........................................................................................................ 138 Another method for new beliefs ........................................................................................ 139 Summary .............................................................................................................................. 139
11. FEELING GOOD ABOUT YOURSELF .................................................................. 141 Success comes from everywhere...................................................................................... 141 What happens when you accept yourself ......................................................................... 141
Practical steps to accepting yourself ................................................................................ 142 Using EFT to eradicate judgments.................................................................................... 142 Using affirmations to accept yourself ................................................................................ 143
12. SELLING WITH ANGELS....................................................................................... 145 Selling from the heart.......................................................................................................... 145 The real reason youre selling............................................................................................ 145 Selling for spiritual growth ................................................................................................. 145 Shopping for lifes lessons................................................................................................. 146 You are not alone on your sales road ............................................................................... 146 Guides for sales? .............................................................................................................. 147 The exercise: Meeting your guide ..................................................................................... 147 Ask and ye shall be guided ............................................................................................... 148 Asking your guides: an example ....................................................................................... 149 13. PUTTING IT ALL TOGETHER ............................................................................... 151
List of Exercises Imagine a perfect sale .................................................................................26 Sitting in the Heart .......................................................................................41 Writing your dream sales vision.................................................................51 Closing the Loop..........................................................................................55 Mirror ............................................................................................................77 Sending Light ...............................................................................................81 De-cording: cutting the ties that bind ........................................................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
1. My penny finally dropped

The Devil tells a salesman, "Look, I can make you richer, more famous, 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.
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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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 chosen to 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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2. In the beginning
When I was twenty years old, I had an interesting conversation that left me thinking 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, I found 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 van to 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 even blinked, 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. I knew I was cheating people by selling them one-dollar paintings as works of art
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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 more or 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 nice guy 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 already envisioned 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 to know 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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Now that answer was not good enough for me. I thought if I just knew how he 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 with degrees, 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 company handling million dollar projects, and to having my own business. As part of my sales jobs I traveled to many countries and worked with hundreds 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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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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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 customers would 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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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 twoslit 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 will make 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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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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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 and discard 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 just changing 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 connection between 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 external like watching a sunset, or it can be internal like 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 a racing 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 on their 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, your relationships, 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 action
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 heavy and 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 the frequency 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 you feel 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 is thrilled 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 their attention 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 do not 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 faster we 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 mean easy. 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 our entire 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 of the 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 spiritual profession?
One of the most widespread subconscious beliefs that many spiritual or wellmeaning 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 not his 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 of all evil or a spiritual 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 case, you may want to change this belief. In some way money is like a person, a very good person. But if you tell her she is dirty, she will not want to get near you. In Roman times money was holy, as it was thought to be a gift from the Goddess. Maybe it is time again to start relating to money as divine energy.
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The sacred link

In any of these exchanges, you get a service or product that you need or want in exchange for money. The salesperson is that sacred link that connects you to the product or service that you want. So what does a salesperson actually do? Something very special: he/she fulfills our needs. What could be more beautiful than that? A salesman actually helps us improve quality of life. How do you buy a car? Though a salesperson. And what about clothes, a house or anything else for that matter? Can you see that the quality of your life improves every time after a satisfying purchase? As you change, so your needs change. And who helps you fulfill your new needs?
A fresh perspective on selling

Typical Salesman!
The American Heritage Dictionary of the English Language, Fourth Edition, 2000 defines to sell as To exchange or deliver for money or its equivalent. Note that it does not mention such words as cheat, lie, push, convince, persuade or pest. How you or someone else does this exchange or delivery is quite personal. Many people have a bad image about salespeople, and sometimes we let a bit of that energy into our heads as well. These stereotypes, of course, have to go before we can completely enjoy and succeed in sales in a spiritual way. The negative image of a typical salesman is brilliantly conveyed by the following joke I once heard: Q: How can you tell when a salesperson is lying? A: His lips are moving. It reflects the feelings many people have about salespeople. The image is not very flattering. I spoke to quite a few people in sales about it, and they confessed that even they were not immune to this thinking. Boy, it is difficult to sell with this self-image!
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How popular perceptions affect your sales

So if you plan to sell something and have a similarly negative view of the sales profession, this can create many obstacles. You may have internal resistance to selling if your preconceptions of the profession are so negative. In fact, if you are on a spiritual path, whatever that means for you, the dishonest view of sales would be a contradiction to your values and principles, and this could seriously impede your progress. To succeed, it is more productive to believe that selling is an honest spiritual activity that helps other people fulfill their needs. If you hold a view of selling as a dishonest and non-spiritual activity, you may find yourself procrastinating, selling below the reasonable price or finding reasons not to sell at all. All this because deep down inside, you may be feeling there is something wrong with selling. I have met many beautiful souls that have these kinds of internal objections to sales, which come out as self-sabotage to what could be a great service to other people.
Choosing to see sales differently

Whether you sell products or services for a company or maybe you are selfemployed providing an excellent service to other people, whatever it is, consulting, hairdressing, proofreading, or Yoga classes, whatever you do there is very often a sales element in it. You may be surprised to hear that you sell many more times than you think. You may not realize that it is sales, but you probably sell at least twenty times a day. Does this surprise you? Here is the place to offer a better and broader definition of sales so that we can look at it as something positive that brings value to other people. Since it is your choice how to regard sales, and since you want to sell without any internal conflicts, you are better off having a definition that resonates well with your spiritual values. Having said that, may I suggest something like this: To sell is to deliver anything of value for the benefit of another person, in exchange for something of value to you.
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So when your friend asked you about that movie that you saw last night, and you said it was a must see, what was it? That was a sale! You sold your friend an idea that the movie was great. You may not think of it as a sale, but it was a perfect one. Even though you did not receive much in return (hey, do you think you should have asked for money?), you felt good when you passed your enthusiasm about the movie on to your friend. Good for the movie theater and very good for your friend. Next time you offer your blind date to come over to your place for a cup of coffee, what do you think you are doing? Right, you are selling him/her the idea that it is good to have breakfast at your place. Whether your partner-to-be will find a lot of value in your offer is, after all, up to him/her, but this is still a sale. What about your colleague that came along with you to your favorite pizza place for lunch? Well, she also accepted your idea after she saw some value in it for herself. After all, if there were nothing there for her, then she probably wouldnt have come with you. And what happens when you want to convince your bank manager to give you a loan without paying interest (ever tried that?) And if you ask your boss to give you a raise (which you can experiment tomorrow, drop me an email if you got it), can you see that as a sale? If you are working in an Internet business, what about your free e-zine or newsletter that you offer to your web sites visitors? You get the potential customers, and they get exciting information. You may not have received money for it, but it was still a sale. In each of these examples, you deliver something valuable and beneficial to the recipient of your service. And please dont ask me what benefit the bank manager gets when he gives you a loan! So a sale has many faces. We sell all the time, and mostly we are very causal about it. Selling is like showing other people a new possibility, which if you are honest, should be for their benefit as well. You may wonder what benefit your boss gets from giving you raise, but believe me if he did not have one, you would not get a raise. Maybe it is part of encouraging you to work even better, maybe to avoid losing you, maybe just to feel good about himself. Whatever reason he had, he made his choice and it is for his own benefit as well. Anytime other people accept your idea as they see some benefit there for them, there is a sale. A common sale involves delivering a product or service and
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receiving money in exchange. You give something that fulfills your customers need and receive money in return. A sale is therefore a mutually beneficial course of action. There is nothing, nothing at all in a sale that is inherently bad, wrong or negative. Quite the opposite, it helps both parties to grow, improve quality of life and express themselves. Most people who do not like the idea of selling have negative beliefs against it, but as we already know, beliefs are not facts, rather they are just strong personal opinions. Or perhaps they have trapped feelings, such as the fear of rejection or low self-esteem, that can stop them from offering others all the good they have. If you happen to be one of these people, the good news is that you can change those beliefs and feelings. In this section we discussed that any sale, if done honestly and with integrity, is a positive and encouraging event. However if you still have some negative feelings or thoughts about sales, write them down and we will deal with them later. Leaving them in your energy system is highly detrimental to your sales life.
Whats in the product?

A sale from the energy perspective
We can look at a sale from a different perspective, by watching the energy dynamics in a sale. What is happening at the moment of a sale is an energy exchange. You give energy to your customer in the form of a service or a product or even an idea, and you receive energy in return in the form of money. Recall that earlier we discussed that everything, including matter, is in fact energy. This includes tangible products like t-shirts and cookies, and intangible products like ballet classes. You give one kind of energy and receive another. But there is something else that goes from you to your customer in addition to the product. It is the energy that you put into your product or service.
Yummy, yummy in my tummy

I have a good friend who is an exceptional baker. She makes such mouthwatering cakes that her customers order more before they finish their first bite. Want to know her secret?
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You may have heard that a cooks feelings while preparing a meal can pass on to the food. If a cook is angry while preparing food, it will taste somewhat bitter. A happy cook produces delicious food. People can feel the difference in the taste. So what is my friends secret? She sends love to her cakes. She dances in the kitchen while cooking! It reminds me of a sweet romantic Mexican movie I saw couple of years ago called Como agua para chocolate (Like Water for Chocolate). A young Mexican woman, Tita, falls in love with Pedro. One day she learns that Pedro has agreed to an engagement with her older sister. In the next scene, she is crying while shes cooking, and her tears are dropping into the food. Then later, when everyone eats what she had prepared, they all start to weep and sob because they feel her heartbreaking energy in their food. Actually, this energy transfer does not only happen with food. When you sell your product, you are transferring your energy to it. You can choose to invest beautiful loving energy, and then what you sell will provide even more value to your customer. You can send love with a product, or you can heal, if that is your intention. So I suggest that next time you sell, try consciously putting into the product the type of energy that you want the customer to have. Choose love, joy, happiness. Customers will feel it. They will benefit more from your product even if your energy is not seen with the physical eye.
Can you sense a book?

We put energy into every product or service we provide, including writing a printed book, an electronic book or a website. Do you remember the last book you read? Could you sense the energy behind the authors words? You can try a simple experiment: next time you open a new book, read a few sentences on any page, then stop and try to sense what energy is coming from the page. Do not read more than a few sentences, to avoid being influenced by the context. Then take another book and do the same. You may be surprised to sense that there is something different between the two books. Of course, the covers, the colors and the graphics all play their part, but you may find there is something
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beyond the visible that makes a difference. It is the energy behind the pages, sewn in there by the author. Have you ever browsed to a website, and after reading only a few lines of a magnificently written sales pitch, you felt there was something artificial or even phony? It feels like someone is trying really hard to sell you something that they themselves do not believe in. Well, you probably felt the energy behind the website! Conversely, have you been to a website that immediately felt genuine? Again, you felt the energy behind this website. If you sell on the Internet, or advertise in newspapers, then your potential customers will not only see the letters, words and nice pictures, but also feel the energy coming from them. The energy that you put there. They will sense it on a subconscious level. They will feel whether or not you are genuine, and this energy will be your best sales pitch. So to get the best results, it is in your sales interest to put your most loving pure energy straight from your heart into every letter of your book, ad or website. But it would be only half the story if all it did was to bring you more sales. When you put this loving energy into words, you provide much more to your customers than just a product. You are offering a very special energy from your soul to the soul of your customer. Through your product you will be connecting to your customer. The prospect will read the words, and the energy behind the words will reach him and touch his soul. You will be healing yourself by sending this spiritual energy through yourself, and your customer will be healing himself by receiving it. What could be more beautiful and spiritual than that?
Selling with love

Choosing the energy
Anything that you make or sell will therefore have imprints of your energy. Anything. You always deliver much more than just a product or a service. It is your product together with your energy that you have put in there. So how do I put fantastic and loving energy into my product? you may ask.
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You put energy automatically into anything you do. Depending on your intention and how you feel, a corresponding vibration will pass over to your product and then to your customer. You can put good energy into whatever you do or sell, simply by having the conscious intention to do so, and focusing on a feeling with a high vibration. If this is your honest intention, then this is what will happen on an energy level.
Raising your vibration

You could, however, do something even more effective. You can increase your vibration so that any energy you send out, including the energy to your products, will be of a higher quality and will be coming from a very high source: your heart. Then when you prepare a product or deliver a service with a raised vibration, your customers will feel that they are receiving something special and valuable. There are a few ways to raise your vibration. Basically, anything that makes you feel good physically, mentally or emotionally will do the job. Laughing is a fantastic way, expressing gratitude works wonders, and a walk in nature can also be great. You get the idea.
The Exercise: Sitting in the Heart

There is also a simple and very effective way to raise your vibration by connecting directly to your heart essence. This is where I would like to suggest an excellent exercise called Sitting in the Heart. Just doing this simple exercise for two minutes will raise your vibration immensely. You may also become more relaxed and centered, since this is one of the nice side effects of the exercise. Many people even feel bliss and love when they sit in their hearts, as our heart is the gateway to our soul. I suggest doing it before any sale. If you deliver your service or treatment, then do it before the customer comes in. If you write or cook, then do it before starting writing or cooking. With practice it takes seconds, yet its effects can last for hours. Step 1. Sit comfortably and close your eyes. Step 2. Slow your breathing.
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Take a deep breath, hold it for a while and slowly let out. Repeat a few times imagining that you are breathing through your heart chakra (heart center). Relax your body. Charkas are energy centers of the body. The heart chakra is situated in the middle of the chest, to the right from the physical heart. Deep breathing will naturally relax you, so for a few moments just enjoy deep and slow breathing. Step 3. Bring in Light from above into your heart. Imagine for a few moments a white beam of light coming from above, going through your head, throat, and getting directly into your heart chakra. Step 4. Feel the energy accumulating in your chest, in the area of heart chakra. This may not happen the first time, however after a few times you will start to feel the energy in your heart chakra very distinctly. Initially you may want to touch an area in the middle of your chest with your fingers to help feel your heart chakra. Step 5. Sit in your heart. Imagine a flower opening in the middle of your chest and see yourself inside the flower. Sit inside your heart for as long as you feel. Actually, with practice the first four steps can take five seconds, and the fifth will be where you want to spend your time, basking in that very special energy of love, connectedness or bliss. Now go ahead and sit in your heart. How does it feel? Is there a difference between how you felt before and how you feel now, after the exercise? Did you sense a connection to some deeper part of you? Dont worry about doing it incorrectly; you cant. If you think you cant imagine all that, just pretend its happening. You do not have to see it; feeling or knowing it is just as good.
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It is great to do this exercise in the morning, just after waking up, as it will set the energy vibration for the day. And since the exercise cleanses your aura, it is also great to do it before going to sleep, so that any negativity picked up during the day will leave your space. And of course, if during the day you get tired or just out of your center, then sit in your heart for a minute. It can work wonders. You can also do this exercise a few times a day as it takes only a couple of minutes and its effects can last for hours. If you do it regularly, you will find with time that you will automatically slip more and more into a very special blissful state. So remember to apply it to all sales situations. Sit in your heart just before calling a customer, before making a presentation or before negotiations. Customers will subconsciously feel it and react accordingly. When you come from your heart, you cant do anything wrong. When you are sitting in your heart, you are connected to all there is. Everything you do will be for the benefit of everyone, and especially you and your customer. You will be selling with love.
Selling more than just a product

So now it is time to ask yourself, what do I sell? How you relate to what you sell is significant, since this adds to the energy that you transfer into your products. If you think that it is just another boring product to get you a sale, then this is the energy you put into the product. This is what the customer will feel, often without being able to elaborate on why he or she feels such a way. If, on the other hand, you realize the value you provide to the customer by offering your product, then this will be the energy that you transfer to the product, and it will consequently be reflected in your sales results. More than that, if you realize that in addition to whatever physical product or service you sell, you also offer great spiritual energy, then you can see how the value of your product can easily double or triple. And of course by consciously putting great loving energy into your product, you raise its value for the customer even more.
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Your beliefs about your product and its value for the customer are either working for you or against you. In each case, the energy of what you believe is attracting corresponding sales situations to you. I heard about one woman who charges more than five thousand dollars for a single dress, and she is fully booked for several months ahead. I can only guess how she values her work and what energy she puts into her dress, consciously or not. Then her customers who wear her dresses find themselves feeling very special and beautiful for no apparent reason, all because of the energy that she put there. Could it be that the energy is of such a high vibration that she feels her dresses are her gift to humanity, received from God through her, and this is the energy that her customers feel? So check again how you feel about what you offer. If you find that you do not really believe in your product, then either change the belief or change the product. Before changing the product, though, I suggest you check inside yourself, and see whether your lack of belief in the product is somehow related to your feelings about yourself. Often we will project the way we feel about ourselves onto the service and products we deliver. For example, if you do not value yourself enough then you may not value what you offer. If so, then by releasing those negative feelings or beliefs about yourself, you will automatically change the way you feel about your product. It all starts and ends with ourselves. You cant change your reality without changing yourself. But the good news is that you only need to change yourself and then the whole world will change with you.
Summary
Points to remember: 1. Sales is a spiritual profession. When you sell your products or services, you are helping your customer fulfill their needs and help them grow.
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2. The energy you put into the product or service is the energy your customer will receive. Plant love, joy and enthusiasm. 3. Sit in your heart before doing any sales related activity. This will bring more value to your customer, more sales to you, and it will raise your vibration. 4. Sitting in the Heart steps: 1. Sit comfortably and close your eyes. 2. Slow your breathing. 3. Bring in Light from above into your heart. 4. Feel the energy accumulating in your heart chakra. 5. Imagine a flower opening in the heart chakra and see yourself inside the flower. 5. What you believe about your product and its value for the customer adds to the energy you are transferring to your products. Customers feel it. Realize that you provide a lot more value with your product than meets the eye.
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5. Creative imagination
The power of imagination
Hocus-pocus
Have you ever thought how wonderful it would be if you had a genie that could get you anything you want? You say hocus-pocus and a shining new car appears. Then a nice house with a huge swimming pool. Then a gorgeous Prince or Princess. Then five million dollars in your bank account. Did I forget anything? Okay, enough dreaming about small things. We are talking about sales! You call your genie, tell him what you want, and immediately loads of customers sprint to you, just itching to get your dedicated service or pay for your great products. Wouldnt it be great to have such a genie? What would you order then? The truth is - we all have such a genie and we use him extensively. The problem is - not always to our advantage. Yet, most people are not even aware of having a genie. Have you seen him? Probably not, but you definitely have used him. This genie is our power of imagination, and I use the term power because it has tremendous power.
It all begins with a thought

Any invention, any practical or non-practical creation, before it appeared in the visible reality, was first conceived in imagination. Look around you: most things you use were once only someones thoughts. Electricity, computers, telephones, cars, airplanes, lasers, radio, television, Internet, direct mail catalogues, lottery, frozen foods, Post-it notes, bottled water and even shoe laces are just a few examples of great everyday inventions that were born in the imagination of their inventors. More than that, imagination is not only a generator for great ideas; it is both their incubator and their green house. When nourished by consistent attention, any idea you hold in your mind will attract all the necessary resources to manifest itself in a physical reality.
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It is very much like a fruit seed planted into fertile soil. Every day you water it with your loving attention, which is the same as feeding your imagination with feelings. Once in a while, you need to take the weeds out, which is the checking to see whether any limiting beliefs are holding you back. If tended carefully and lovingly, soon it grows big enough to feed you its fruits, which is when your idea rewards you and manifests on the physical plane.
You use imagination all the time

You use your imagination much more often than you realize. At a rough estimate, at least half the times you think about something, you use your imagination. We use our imagination in many situations without being aware of it. Thinking about a meeting with a customer or a blind date, we picture possible outcomes. When trying to find where we had parked the car, we go through several options in our mind. Even while cooking a birthday cake, we use imagination when considering what it will look like, and how or where to write Happy Birthday. All our self-image is based on how we view or imagine ourselves. The process is so subtle that we often do not realize that imagination is even involved.
Imagination changes the way you feel

When you think of a sales meeting, you project your expectations and build a corresponding picture in your mind. Then, in a split-second, you react according to what you are imagining. Have you ever thought about an impending meeting with a difficult customer, how youd handle his endless stubborn objections, and then soon you found yourself already annoyed with him? Notice that nothing real happened. You only played a scene in your imagination according to your expectations. So next time when you catch yourself thinking about how tomorrows meeting might go, try to stop and become aware of what is happening in your mind. Try this little experiment. Choose one of your tough clients and think of your next meeting with him/her. Are you thinking about something unpleasant that could happen during that meeting? If the answer is yes, notice if you are already feeling some internal resistance, irritation, discontent, or even signs of fear as a reaction to what you are imagining.
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And now imagine your next meeting with your easiest client. See yourself easily handling all outstanding issues and quickly coming to mutually satisfying solutions. Hear this clients Thank you. I am so grateful for your service. Observe the change in your feelings. Arent you feeling better? You may even sense that nice warm feeling in the stomach in the anticipation of this meeting. Have you noticed that by changing what you imagine, you can change the way you feel?
Memory triggers feelings

What happens when you use your memory? Memory is about recalling past experiences that took place, whereas imagination is about creating experiences in the mind that have not yet taken place. Though these are separate processes occurring in ones mind, they are actually similar, and often lead to similar results as far as feelings are concerned. Can you remember a time when someone phoned and asked for exactly the type of service you were providing? Everything you said just made perfect sense to her, you made an appointment and soon you had one more satisfied customer. You know that right now, what you remember is happening only in your mind, in your imagination, but doesnt it bring good feelings? Or try to remember how an ordinary sale turned into a huge business deal. Recall that sense of pleasant surprise, as it dawns on you that it is much bigger than you had previously thought. Can you feel that delightful surprise? In contrast, can you remember a time when something did not work out as it should have? A disgruntled customer blaming you for a bad service, a sale lost due to preventable circumstances, or a promising prospect that ended up in a competitors hands. Whatever may be the case, it may not be pleasant to recall it now. In some cases (unless you released on these situations) you might still feel anger or irritation. Clearly both imagination and memory are very effective in activating your feelings. And feelings, as we saw, translate into vibrations that we send out to the Universe.
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Brain science and the effects of imagination

The technique of using your imagination to create images in your minds eye is often called creative visualization. I think a better name would be creative imagination, since imagination involves not only seeing images, but also hearing imagined sounds, sensing, smelling, etc. In this book these two terms are used interchangeably. As we saw before, we can imagine things currently not present in our physical reality, and enjoy our imagined creations despite the fact that we are just imagining them. Moreover, our brain, or the subconscious mind, cannot differentiate between what is real and what is vividly imagined. It does not matter whether it is actually happening now, if youre recalling it from the past, or if youre imagining it. In each case, your body and brain will react the same way with the same feelings. Test it for yourself in the following short experiment. Close your eyes (after reading the instructions). Imagine walking to your fridge, opening it and searching for a lemon. Grab the lemon, put it on a flat surface and cut it in half with a knife. Then take one half and smell it. Then bring it close to your mouth. Now lick it and bite it. What was the result of this simple imagination exercise? You, like most people, probably have more saliva in your mouth and maybe even show signs of lemon face reflex, as if you actually ate a lemon. More formal results have been demonstrated in scientific experiments. For example, researchers have found that when we imagine an activity like running, brain scans show that the same brain areas get activated as if we were actually running. In another experiment, people imagined doing a physical exercise for developing certain muscles. Results showed actual growth of the muscles. Nowadays it is quite a common practice amongst top athletes to use creative visualization to boost their performance. I would also like to share with you an interesting experiment with basketball players. Participants were divided at random into three groups. One group practiced free throws for twenty minutes a day, a second group spent twenty
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minutes a day imagining making free throws in their mind, and the third group did nothing. After twenty days all groups went out to a basketball court and each group made free throws for real. The results of the first and third groups were as expected. The first group that actually practiced throws improved their score by 24% and the control group that did nothing showed no improvement. What was surprising was that the group that only imagined making free throws got 23% improvement. Just think about that: practically the same improvement without doing anything physical! What this shows is that imaginary practice can produce similar results as physical practice. Our mind, brain and body react the same way when we are performing an activity or only imagining performing this activity.
Imagination creates reality

There is a huge power in our imagination. When you imagine a certain situation not only does your brain and body react as if it were really happening, but something else is going on. You actually create the situation that you imagine. We are multi-dimensional beings, existing simultaneously on physical, emotional, mental and soul planes. Any thought or feeling is creative, so whenever you conjure up a thought, it immediately appears on some higher plane. Imagine yourself in Paris, and there you go: you are in Paris, mentally. By adding the energy of a feeling to a thought, it gets closer to manifestation on the physical plane. So if going to Paris is what you want, start imagining yourself in Paris and feel the joy of being there. You will become a walking magnet for your Paris trip. The same applies to sales. Start imagining yourself having your best sales, your ideal clients, fantastic commissions and other financial rewards. Live it and feel it in your mind and heart and you have become a powerful magnet for abundant sales. When performed regularly and consistently, and especially with feelings, our imagined reality starts to take form in the physical reality. Sometimes it takes days, sometimes months and some other times almost instantly.
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How fast things are manifested depends on a few factors: whether or not there are any limiting opposing beliefs, how much feeling you invest, how consistent and regular the practice is and, of course, how much you really want what you imagine. Creative visualization is now taught and used in many areas including sports, business, sales, investing, alternative medicine, healing cancer, and martial arts to name but a few. Executives of Fortune 500 Companies use this technique. Sportsmen have used this technique for a long time, and the pioneers were East German and Russian Olympic teams. World famous golfers acknowledge using creative visualization as part of their training.
Exercises to realize imagination in the physical world

Defining your ideal sales vision
Before proceeding to your sales visualization practice, take a pen and a piece of paper and write down your ideal sales vision. Writing it on paper is like talking directly to the Universe and letting it know what you want. You can call it a goal, a dream, a vision or whatever you feel like. It doesnt matter. What matters is that it helps you clarify what you want in sales, it acts as a focus of your attention, and it is also a direct request to the Universe to fulfill your dream sales. If you do not know where you are going, how will you know when you got there? Or as a great teacher once said: "The person who aims at nothing is sure to hit it." - Confucius Your ideal sales vision should include only what you want to have and how you want to feel, not what you do not want. Do you come to a restaurant and start asking NOT to give you a rotten apple pie? Of course not! You ask for the meal you do want, and you choose a place where you would feel most comfortable. So keep your focus on what you want and how you want to feel when youre there.
The Exercise: Writing your dream sales vision

Step 1. Write down an ideal sales vision you want to have.
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Write what you want to sell, what kind of customers you want to have, how much money you want to earn, how easy and effortless you want it to be. Write it all in the present tense as if you are already living your vision. For example, your list may contain things like: I have four private customers every day for my consulting practice. I enjoy helping my customers fulfill their dreams and I love inspiring them. I feel inspired and creative. I attract fantastic customers who are happy and satisfied with my services. They recommend me to their friends. I give two paid lectures every week, and there are always a lot of people that want to hear me. I talk directly to their hearts. I earn ten thousand dollars a month. I feel wealthy and successful. I have a spacious and comfortable office where I receive clients. It has a great view overlooking the sea. My products, services and consulting help my customers make real changes in their lives. I feel fulfilled and blessed to do my work. I have lots of free time for myself. I feel free and enjoy the flow. You can elaborate as much as you want. Write down whatever is important to you. It can be as trivial as the color of the ceiling in your office or as central as the kind of companies / people you want to sell to. You can describe the way you want to sell, or you can leave it to the Universe and concentrate on the end results. Step 2. Write how you want to feel when you have these kinds of sales. Just imagine for a second that you have all those sales and customers. Now how would you feel? How do you want to feel? Write it down, since feelings are a very important part of your sales vision. For example, you can add to your sales vision I feel very happy about making sales. I feel free and enjoy the flow.
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Step 3. List the reasons why you want to live your vision. This can also include all the things you want to buy and your feelings as a result of your success and abundance. For example, Financial freedom. New car. New house on the beach that I always wanted. Can support my family. Have lots of money. Feel great. Feel abundant. Feel successful. Feel free. Feel that I am contributing. Know that I am having an impact on many people in a positive way. Doing my lifes work. The more reasons you include, the more motivation you will have and the more important it will be for you to succeed. Also since each of the whys has its own vibration, merely writing them down starts to attract them into your life. It is like tuning your TV into the right programs. Step 4. Write down any negative thoughts or feelings you experience while writing your sales vision. Soon you are going to release these limiting beliefs and feelings, as they are the inner saboteurs that stop you from living your vision. For example, while writing your sale vision the following thoughts could go through your mind, ten thousand a month - this is impossible. I have to work too hard to have so many customers. The market is not so good these days. This is all dreaming and useless. You have to have many connections to sell to these organizations. Competition is very strong in my area. I am too young / old for this. Happy customers are hard to find these days, and most of them are too demanding. I will not have time for my own life. While writing your sales vision you could feel anything starting from fear and shame to frustration and anger. For example, frustration may arise from seeing that you are not there yet, or anger that there are other people that succeed while you do not, or anger at somebody who
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prevented you in the past from having successful selling, or even fear of failure. Alternatively, if you cant elaborate what you are feeling, try paying attention to any uncomfortable sensations in your body. It could be subtle signs such as tension in the stomach or chest, sweaty palms and increased heartbeat, or tightness in the throat when you think of talking to customers. All these sensations are symptoms of underlying feelings that you might be experiencing. Whatever it is just write it down, since it is exactly these feelings and beliefs that stop you from living your sales vision. Tip: if you find that it is not easy for you to elaborate on your vision, just imagine writing a letter to your best friend describing your ideal sales life. From now on start and end your day by reading your vision. You can also stop during the day and read it. Get excited about it, and it will add emotional energy to your vision and also make you feel great. Now we are ready to start turning your sales vision into reality.
Using creative imagination for sales

Applying creative imagination in a business world is like having an army of genies. They can bring you the right type of customers, products, opportunities and solutions for any possible scenario, exactly at a time when you need them. So how do we use it for sales? We start by imagining the end result. I assume you have already written it in your sales vision and your desired end result is about great sales and satisfied customers. A common visualization practiced by top sales people involves going through all stages of a sale and imagining the best outcomes. Starting from calling a customer, making presentation, handling objections, and all the way up to closing a deal or getting paid for the service. If you have difficulties in any of the sales stages, you can imagine a relevant situation and see yourself perfectly handling it. You will soon find that you are in fact becoming more successful in that specific area.
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The Exercise: Closing the Loop visualization

Here is an even more powerful visualization practice that can produce the results you want with amazing speed. It is called Closing the Loop. Its goal is to help attract the right type of customers for your products or services and get you the sales you want. When I say the right kind of customers, I mean those people or companies that fit your vision. Step 1. Allocate a few minutes without being distracted, close your eyes and just relax. There are many ways to relax, and since you already learned to sit in your heart, I suggest you go and sit there. In fact, I suggest starting any exercise in this book by sitting in the heart. This will serve two purposes: to relax your physical body and mind, and to raise your vibration. Creative visualization is much more effective when done in a relaxed state of mind. Or if you prefer, you can engage in some slow and deep breathing for couple of minutes. Feel your abdomen moving in and out and turn your eyes slightly upwards; it immediately puts you into a more relaxed state. So choose any way you like to relax your body and mind. Step 2. Imagine your sales vision as if it were already happening. This is the time to step into and live your ideal sales vision in your mind. Since you had already written down all the details, it will be easier for you to focus on what you want. If you wrote in your vision that you have four customers a day, then see your calendar booked with four daily appointments for the coming two months. Use your imagination to walk around your nice spacious office overlooking your favorite view. Touch the furniture to make your imagination more real and vivid. In your minds eye, adjust your environment to fit your ideal sales vision. What else did you write in your vision? Oh, right, the lectures, twice a week. So see yourself standing in front of many people. You are speaking
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enthusiastically directly to their hearts. Hear their excitement and feel your joy. Now smile knowing that you are earning your desired ten thousand dollars a month or whatever you want. Hold the checks in your hands and see yourself depositing them in the bank. Feel blessed to do your work and to be able to help so many people. Add to your imagination whatever else you wrote in your sales vision. Make it real. Now zoom in on a scene with one of your customers. You have just delivered your product or service to your customer. She got what she wanted and you got the equivalent in the form of money. Bring specific images to your mind, and involve all senses wherever relevant. See yourself and your customer happy and smiling and hear her telling you how much she is satisfied with your service. Feel your own satisfaction from supplying something really valuable to your customer, and feel the joy of getting fully paid for it. You did a great job and you deserve it. Bring up any positive feelings you would have when closing such a great sale. Let these feelings wash over you, since they act as a very powerful magnet. Step 3. Imagine yourself surrounded with more of these customers. Then widen the scope to hundreds, thousands or even millions if that is part of your vision. See them all enjoying your products or service. You are making a conscious connection with these customers on a deep universal level. Now it is up to the Universe to bring it all together in a physical reality. Step 4. Now spend some time imagining all the benefits your customers will receive from using your product. Think how it helps them fulfill their needs, how it helps them grow or just get more pleasure out of life.
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You sold your product, so you must know some of its benefits and what good it brings to your customers. For example, if you are a travel agent, then see your customers enjoying that vacation cruise they bought from you. If you are in the massage business, see how your treatments help your customers feel better and improve their health. If you are a healer, then see your clients getting healed. You can even hear them exclaiming, Wow! I feel so great! I am healed! If you teach or consult, then see how your customers benefit from this new knowledge. If it helps them get more money, see them smiling and counting their money (money is energy and a very good one!) If you sell some amazing hi-tech protocol analyzers to a large telecom company, see how your product helps this company provide better services to their customers, how it helps minimize downtime on their network, etc. Do not forget that the spiritual energy you invested goes together with your product. My friend, the cook I mentioned earlier, while baking her apple cakes, she imagines how her customers will enjoy eating her delicious food, and how they will receive her very special energy together with the pie. In other words, spend some time imagining all those thousands of customers getting benefits from your products. An interesting thing I noticed is that if you care about your customers, you probably already naturally imagine their benefits when you think about selling. Step 5. Imagine what you will do with the money you receive in exchange of your products or services. Just as you imagined your customers enjoying all their new benefits, now it is also your time to enjoy what you have received. Feel the money between your fingers. See it in your hands. Smell it if you like smelling things. Now think about what you are going to do with it. Imagine how you spend it on things you wanted to have, or possibly give some to a charity that you want to support.
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Again, be specific here. Spend some time imagining what you would do with earned money as a result of your sales and what things you would buy with this money. As you do so, not only do you bring the sales closer to you, but you also directly attract the very things you want into your reality. It is like telling the Universe, This is what I want, please. Those things can come from various sources, sometimes even without the need to have money. Most importantly, imagine how you would feel when you have received all this money and now you can do all the things you have ever wanted to do. And as you imagine it, you will feel these feelings. This is very important and I want to emphasize it again. Feel the feelings as if you already were enjoying all the things you wanted to do with your earned money. If you think about it, those feelings are one of the main reasons behind wanting the money. Usually we want money for something that we believe it will give us. Not many people just want money for its nice thin paper. It is usually qualities such as freedom, security and so on that we believe money will enable us to experience. For example, if you were looking to buy a new car with money, what are the feelings that you believe the car would bring you? Perhaps the freedom to travel, or the joy of having a great looking convertible, or perhaps the rush of adrenaline when you speed up to a hundred miles per hour? Whatever feelings you are after, invoke them now. Relish in those imaginary moments. When you are done, thank the Universe for manifesting your vision in the best possible way.
Notes on the visualization exercises

Here are a couple of tips that will help make the exercise go more smoothly: 1. Experiencing the feelings is important for any imagination exercise. The more you enjoy the feelings, the more powerful this exercise will be. Creative visualization works best if you clearly imagine the scenario and experience the accompanying feelings.
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2. Sometimes it is not easy to stay focused on what you are imagining, since many thoughts can come in and interfere. To counter this kind of distraction, it can be very effective to say out loud what you want to see in your mind, as if you were describing it to your close friend. This way you will be more focused, and the whole exercise will be more effective. After doing this visualization exercise, you will see for yourself that it is much easier to do than to describe.
Summary: Closing the Loop visualization in brief

This exercise is basically imagining yourself living your sales vision that you wrote previously, connecting to your customers on a deep universal level and letting yourself and your customers get the best out of the sale. Here is the summary of the Closing the Loop visualization exercise: Step 1. Close your eyes and relax. You can relax by sitting in your heart or taking a few slow and deep breaths. Step 2. Imagine your sales vision as if it were already happening. Involve as many senses and positive feelings as possible. Step 3. Widen the scope of your customers. See yourself surrounded with hundreds or thousands of happy customers enjoying your service. Step 4. Imagine all the benefits your customers will receive from your sales. Spend couple of minutes thinking how using your product or service helps them fulfill their needs, grow spiritually or merely get more pleasure out of life. Step 5. Imagine what you are going to do with all the money you receive as a result of these sales. What will you do with the money? How will you feel when spending money on you wanted? Stay with these feelings. When you finished, thank the Universe for manifesting your sales vision.
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Why does it work so well?

Serving others is serving yourself
The Closing the Loop exercise starts with you creating in your imagination a clear and complete blueprint of your ideal sales vision. This way you let the Universe know what you want, and you also let the Universe take care of how it brings the manifestation to the physical plane. Then you close the loop, when you imagine the full exchange of energy between your customers and yourself. I believe on some deep level we are all connected, we are all part of One. It is just that we are not yet consciously aware of it. God is infinite, the soul of souls, and the individual souls are the drops of that infinite ocean. - Avatar Meher Baba We are like drops in the ocean, having experience of ourselves and other drops around, but not recognizing that all drops are part of one infinite ocean. In other words, you and all your potential customers on an energy level are just different expressions of one big universal energy. Through the Closing the Loop visualization, we are connecting to our customers on a deep universal level. By imagining and (thus creating) the benefits for them and for us, we contribute to our own wellbeing as well as that of our customers. And since we are all One, it is like giving service to other parts of ourselves. When we serve others, more people in the Universe are subconsciously interested in this manifestation. Therefore there is more energy involved, and the manifestation process is very powerful. I remember more than ten years ago I witnessed an interesting meeting. I had a friend who ran an alternative medicine clinic, and she was also a good clairvoyant, able to see subtle energies and spirits. The meeting was with her business partner about their future plans. At one stage talking about a project he said, and then we can use this money to help thousands of people. At that very moment my clairvoyant friend saw beautiful angelic wings appear on her business partners back. Such was the energy of the idea of serving many people!
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Let the Universe handle the details

Sometimes your mind will interfere with the visualization practice, trying to question and worry about how your visions can become real, or whether it is even possible. If this happens, resist the temptation and try not to concern yourself with how it will come; just enjoy the exercise and focus only on what you want. Let the Universe take care of all the details and bring the desired reality to you. Our part of the deal is to clearly define our vision with thoughts, images and feelings, and thus build the internal reality we want. The Universe then steps in to find the exact match to your vibration, fetched especially for you from infinite realms, and then manifests what you want on the physical plane. Stay focused on the what and the why, and it will make you feel great. If you worry too much about how it would be done, you are sending a clear message that you do not trust the Universe to manifest your vision.
The effects of the exercise on limiting beliefs

If, while performing this exercise, you have various thoughts such as This is hardly possible or This is too good to be true or I am not __ enough or I do not have enough __ to get this, then recognize that these are just your limiting beliefs talking. They dont represent the truth, they are just conditioned responses of your mind. Write down these thoughts or beliefs, and we will deal with all of them in a subsequent chapter dedicated to releasing limiting beliefs. The limiting beliefs that pop up into your mind may be very persuasive initially, but as you consistently make a habit of these positive visualization exercises, gradually you will find that even these limiting thoughts and beliefs start to fade away. This is a nice side effect of using your imagination, namely a positive change in your belief systems. Suppose you want to have many customers and you believe that your products are great. You really care about people and want to give the best service. But when doing your visualization exercises, a thought may come to you, Where will I find so many customers? First, write down this thought so that we can deal with it later. By the end of the day you may find you have quite a few of these written beliefs. All these thoughts
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and beliefs represent the scarcity thinking, and must be released if you are to enjoy absolute abundance, which is your birthright. Second, just continue to perform the Closing the Loop exercise, imagining yourself with many customers. As you carry on regularly and consistently with the exercise, your subconscious mind will adopt this new picture of yourself with hundreds of customers as a new possible reality. And then new beliefs about an abundant possibility will replace your old ones, so that it becomes much easier and more natural to imagine all those customers out there. I am mentioning it here so that you would not worry about these thoughts, in much the same way as not worrying about getting your hands dirty while washing the dishes. We will wash these beliefs with a great detergent later when we will be dealing with releasing beliefs. For now it is nice to know that just seeing yourself with many happy customers in your mind creates a new belief that it is very possible. Even if now you are still asking yourself where you are going to find them, the Universe will take care of that.
Internal conflicts come to surface

If for some reason you do not enjoy what you are imagining, then ask yourself what needs to change in your story, in your desired reality. What part of you does not want this to happen? It usually means there is some internal conflict between your beliefs. Try to trace what beliefs are behind this resistance, and write them down. For example, you may be seeing yourself with lots of money and feeling bad about it. After a little introspection you may well find that you believe you do not deserve to have all that money. Or perhaps you have a deep belief that having lots of money is bad and not spiritual. Or you may not really believe you are providing a high-quality valuable service. The same issues that apply to conflicting beliefs also apply to feelings. If you feel any opposing feelings when doing any of the exercises, please write them down so we can clean these issues later. It can be subtle feelings such as guilt for having so much money while there are many others who do not have much. Or it can be strong feelings of fear that are triggered during the process of envisioning
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your desired reality. For example, you may have fears in dealing with so many customers or possible rejections. Whatever it is, just write it down at this stage. Basically, your beliefs often dictate how and what you will see in your imagination. But you can consciously choose to see different pictures. For example, if you harbor a belief that selling is difficult, then you may be unconsciously bringing pictures of tough customers or even nice customers but with numerous sales objections. That is how limiting beliefs come to surface. Then you can deliberately choose to imagine only what you want, while at the same time taking note of these beliefs. Again I want to stress this point because it is so important. While doing your visualization exercise do not worry how these things that you imagine will come to you. Instead, focus on what and just enjoy the experience, trusting the Universe to handle the how.
Best time to practice

Creative visualization works best when you are relaxed, in what is called Alpha state, when the brain emits frequencies in the range of 4-8 Hz. There is a better communication between the conscious and subconscious mind, so anything that you imagine will have a stronger effect. Therefore before starting any visualization exercise, I suggest taking couple of minutes to relax and just sit in the heart. The two natural times of day when we are in the Alpha state is right after waking up, and just before falling asleep. These are the best times to allocate a few minutes to perform imagination exercises. You may find that performing the exercise in the morning sets the tone for the whole day, while doing it just before sleeping will carry the images over to your subconscious mind to work on them during your dream life. Also regularity is of paramount importance. It is probably better to spend five minutes every morning for a week doing creative visualization than once a weak for a few hours.
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If you find that you either procrastinate doing the visualization exercises or stop them altogether, ask yourself if you really believe that what you imagine is possible. You can be subconsciously blocking the creation of your new reality if you believe that what you want is impossible to achieve. In this case you may want to first release this belief, because it will be preventing you from continuing with your vision.
You are already an expert in manifesting

It is worth mentioning here that we are not learning how to create or manifest reality. We do not need to. We are already experts in it, since any event in our life, however small, has been created or attracted by us. What we are learning to do here is to consciously and deliberately create what we want. We are like big antennas walking around, broadcasting our thoughts, feelings and images. Sometimes we transmit images of what we want to happen and other times we project what we do not want to happen. Since the process happened without our awareness, when something undesirable manifests itself in our space, we are surprised. How come? I did not want it! We may naively hope that repeating the things we do not want will help repel it from us, but the fact is the opposite is true, it only attracts it. So we have all attracted events we did not want in our lives, and I have not escaped this phenomenon neither. For example, in one of my first overseas trips I had my laptop, my passport, a return ticket and money, and all of it was stolen in Bangkok airport. I was left only with a credit card (at that moment I loved the international banking system like never before!) I had to fly from Thailand to the Philippines and had only a boarding pass in my hands. I still do not know how I convinced the security officers to let me on the plane without documents, but it all ended well. Fortunately I could use my credit card to make a phone call from the plane to have a local friend of mine meet me at the airport. So it all ended well and even became a subject of many jokes. Still it is not something that I would choose to experience again. Something similar happened to me again twice, once in South Africa and another time in Singapore, before it really dawned upon me that this is just too much bad luck to be merely coincidental.
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In these examples, why did I choose subconsciously to attract these situations? It became clear to me later, when I examined my thoughts and feelings at that time. I believed it was rather easy to have things stolen during overseas trips. Now let me ask you, what kind of images was I consistently projecting as a result of this belief? Walking around broadcasting my fear that it would happen to me, I was a powerful walking magnet attracting these experiences. So be aware of the thoughts and images you project about sales during the day. Do you stay on the same wavelength imagining only successful sales and easy customers, or does your imagination fluctuate between what you want and what could potentially go wrong? What would happen if you stayed all the time on the same wavelength? In physical life, it would mean remaining focused on what you want. This will speed up the manifestation of anything you desire. When you catch yourself thinking about what you do not want to happen, stop. Imagine the best possible outcome. This is different from preparing for different outcomes, as a job may require. Avoid lingering on what you do not want, so that you do not flow your energy in the wrong direction. In practical life, if there is an obstacle that comes our way, often there is a tendency to get absorbed in how to solve it, or even worse, how it may ruin our chances of success. But if we are going to avoid negative broadcasts, it would be better to see ourselves already having solved this problem, and stay focused on the end result. Then we start noticing that the right solutions naturally came to us.
From imagination to reality

Natalie stays focused
Suppose that Natalie makes her own embroidery designs and wants to sell them. She really likes making them and puts a lot of loving energy into her products. She regularly focuses in her imagination on the end result of what she wants, be it deliberately or not aware of it. She can already see in her mind numerous gifts shops selling her merchandise to thousands of customers. Soon she prepares a few samples and brings them to relevant shops.
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She is full of enthusiasm but initially nothing happens. Couple of weeks pass and nothing happens. Now here is a critical moment. If she gives up at this stage and starts to think that maybe it is a wrong type of product, or the market is saturated and that shed better drop this idea, then soon enough she will probably drop this idea. On the other hand, if she keeps her focus and persists in imagining what she wants to happen, then seemingly out of nowhere, perfect solutions will begin to appear. She will be guided to the right people, the right shops and the right opportunities because she is the one who creates them. In truth, it was some of her beliefs, thoughts and feelings that brought about the initial lack of sales. Staying focused on her vision and with her new thoughts and feelings she will create a new reality. Maybe she will intuitively change parts of a design, or perhaps a great idea will come to her mind about how or where to market her embroidery. The turnaround may arrive by itself: a large distribution company will suddenly want her designs to be part of their gifts basket. As long as she keeps her focus on what she wants, despite seemingly contrary circumstances, and so long as she lets the Universe handle the details, she will have nice surprises and coincidences. All she needs to do is to stay focused on the desired end result thus not giving a chance to failure. Then she leaves no option other than success.
How fast will my reality manifest?

This is an important question and of course we want to know what influences the timing of manifestation. There are number of things to be aware of. Whatever you request can come surprisingly fast if you do not have any limiting obstructing beliefs, or it could take a very long time if you have many of them. For better or worse, it depends solely on you. You can greatly speed up the manifestation of your desired reality by checking what stops the process. It usually means looking for and releasing those beliefs that you hold which are out of sync with what you want. And since you want
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great and easy sales, then it involves looking for any beliefs that contradict you enjoying those easy and abundant sales. For example, if you believe it is impossible to have great sales without hard work and long hours, then with accordance to your beliefs if you are to enjoy great sales, you will have to work hard. If you do not work hard, then your manifestation process might be delayed until you put in the hours. (Yuck!) Or if you find that you harbor a belief that it takes much time to find the right customers, then it definitely will. These and similar beliefs will impede the progress of the desired manifestation, and it will take more time for it to appear on the physical plane. It is also possible to have more subtle beliefs that are threatened by your new desired reality. For example, if you believe that having many customers will leave you with no time for your family (or your hobby or even yourself), and at the same time it is important to you to have time with your family, then you might subconsciously self-sabotage manifestation of your new abundant reality. The same applies to any opposing feelings you may have. If you want to have many customers, but youre scared to death of the responsibility and what it entails, or if you have a fear of handling large sums of money, then these feelings may also slow down or even repel the manifestation. If you fear that your desired reality may not materialize then this fear might also prevent it from materialization. If you are frustrated that abundant sales still have not arrived then you need to release your frustration first to allow the process of manifestation to run its course. When you release these feelings of fear, frustration, anger or impatience, you become detached from the results. This way you allow the Universe to do its work by manifesting what you want without you interfering. If you spend much time and focus on observing that what you want has not yet manifested, then you are giving energy of your focus in the opposite direction. Hence the need to let go of attachment for results. You know they will come and with perfect timing. Attachment to results stems from not trusting the process, therefore inviting fears, frustration and impatience. You can accustom yourself to thinking that
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what you want will appear at the best timing, and then you will automatically let go of any attachment to results.
The importance of a time buffer

These limiting beliefs and opposing feelings create a time buffer for our manifestations. At the same time we should be thankful for this time buffer. On a physical plane there is a time lapse between the moment we start to want something and the moment that it finally appears. Other planes of existence, such as the mental plane or the emotional plane, have a different concept of time. For example, the moment you want to see yourself in Paris, you are mentally already there. If we did not have this time buffer, many of us might have some very serious consequences. This time buffer allows us to learn to run our thoughts and energy with clarity so we can learn to create precisely what we want. Just imagine if every thought or feeling we had would manifest itself immediately on the physical plane. The moment you think there are no sales all potential sales disappear. The moment you have fear of rejection immediately you are rejected by the prospect. Or it could be even worse if one day you are furious with your customer because he does not want to buy from you (what a nerve!) you think, Go to hell! The next half-second you have already created hell with your customer there. Fortunately, at least for many of us, it takes time for events to materialize. It gives us the possibility to fine-tune our thoughts and feelings before things appear on the physical plane. It also serves as a process of learning how to create consciously. With every new success in manifestation your belief in your powers of conscious creation increases, and this in turn speeds up the process. So if you are worried that your manifestation of sales takes just too much time, try checking for any limiting beliefs and trapped feelings. For example, ask yourself, What is the worst thing that could happen if my vision manifested now? or What is the worst thing that could happen on the way to my vision? Answers to these questions will reveal some of your hidden fears and beliefs.
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Also look at your beliefs about your ability to create what you want, and check deep inside whether you feel that you deserve to have the kind of sales you want. In later chapters, we will offer specific techniques for uncovering limiting beliefs and releasing these trapped feelings. In the meantime just note down your findings so that you can release them later.
Where will the money come from? An example

A good example of a stock investment clearly illustrates this. Years ago I was involved with trading stocks based on technical analyses (using various graphs of stocks behavior). At around the same time, I was planning to go on a vacation with my girlfriend to some exotic islands in Thailand. I needed some more money, so I naturally visualized myself on a trip, and in my mind could already hear the waves of the ocean, feel the sun on my skin and soft sand on my body. As part of my stock interests I was subscribed to many free investment newsletters and was receiving several of them daily by email. One day in one of these emails a company called Qualcomm was mentioned. It was the first time I heard about this company and normally I would not do anything about it, as I was receiving lots of similar emails. So this time too, I just deleted the email and went along with my things. Then one hour later I checked my snail mailbox and found a nice blue postcard with a yellow giraffe. I cannot remember now what it meant but one thing I clearly recall was that it said Qualcomm on it. Now it got my attention! Was it a coincidence that I saw this companys name twice within one hour? I went back to my computer and checked Qualcomms stock. It looked as if it had some potential so I bought shares for three thousand dollars. In three days I saw that suddenly my stock went up like a rocket. I checked the news and found out that Qualcomm had just signed some important agreement with a much bigger company. My stock was going through the roof. Then we left for Thailand for three weeks and it was like a dream come true. I found there everything that I had envisioned. When we returned I discovered that my stock more than doubled within these short three weeks and brought me a profit of exactly what cost us this trip 3,400 dollars. Coincidence? Maybe, but I doubt it. Even without fully realizing what I was doing, I created the reality of this trip and the desired money came in form of a stock
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profit. The point here is that the Universe always finds a way to bring about manifestations of what you imagine.
When it just doesnt arrive

I could not finish this chapter without addressing a very special issue. The question is, what to do if youve consistently done all the exercises and yet your reality still seems not to manifest? Let me ask you, How are you feeling about that? If you find any signs of frustration or anger, then first of all release these feelings. They may be exactly the blocks that stop you from attracting your desired reality. Then also check how you feel when you perform the imagination exercise. If you are experiencing any negative feelings then this is what you are transmitting to the Universe. The Universe then sends you back experiences matching your vibrations. So release these feelings before proceeding with the imagination exercise. You can find information about releasing techniques in the chapter on releasing trapped feelings. Second, and this is really a big point, it may be that your soul has something bigger in store for you than what you consciously want. So when you ask, imagine and release and it still seems that youre not getting what you want, here is what I suggest: concentrate on the essence of what you want and not on the form in which it should appear. The essence of your sales vision probably involves feelings and qualities you would have if you were already living it. For example, it might include feelings of fulfillment, freedom and gratitude. Part of the reason that imagination exercises have a great effect on your physical reality is because they help you to experience feelings as if your wishes already came true. So when you focus on these feelings, you are attracting whatever matches your wonderful vibrations, which in the end might be much better for you than what you wanted for yourself. Notice if you have already manifested these qualities in your life from the time you started doing imagination and releasing exercises. Sometimes we are so
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attached to waiting for a specific picture that we may not see signs that we have already received what we wanted but in a different form. When you write specific things in your sales vision and then imagine them, you are essentially asking Universe for what you want. Sometimes, though, we cannot see from our often rather limited perspective all that is possible for us. Therefore it is important to detach from results appearing exactly in the form we ask. Detachment means asking the Universe for what you want and then trusting it will be handled in the best way possible. Your part is to ask and be ready to receive, the rest is up to the Universe. If your soul has other plans for you, it is always for your best; it is just that sometimes it is not easy to see this from the place where you are at the moment. And it brings me to another point. In the first few weeks of visualization practice, focusing on specific details helps tremendously, but it is not necessary to be specific, nor do you have to ask for specific things. It is a matter of choice so do what feels right to you. Personally, sometimes I like to imagine tangible images like shaking hands with happy customers, and other times I prefer just to slip into a reverie-like state and simply feel the joy of living my vision. One day, possibly after succeeding a few times in manifesting more clients or sales, you may feel that you would rather ask only for the essence of what you want, without specifying details of exactly how you want it realized. This way you will be giving the Universe complete freedom of choosing the right form for implementation of your essence. Of course, this might take some practice to feel a certain way without imagining specific details. It also requires trusting that the Universe knows what is best for you. But when we completely let go of attachment to form, then life can really become one big flow. You may then be shown a bigger picture of your soul vision and afterwards be provided with all the means and support on the way to it. For example, you could write in your sales vision only the following, "I help people realize their highest potential. I feel fulfilled". Or "My massage helps people to heal. I feel blessed to do my work." Then in the imagination exercise while feeling fulfilled and blessed you might be shown great ways to achieve your purpose.
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Still, for the first few weeks of imagination practice I highly recommend writing and imagining what you want with specific details, as it helps embed it in your subconscious as your possible reality. Just remember that the Universe works in mysterious ways and it is often very creative about manifesting your dreams.
Summary
What will start to happen
As you regularly practice the Closing the Loop visualization you will start attracting the right sales and right customers to you. You will attract or be drawn to the right people, the right information, places, magazines, resources, sales ideas or marketing plan. The Universe will find a way to bring you what you want, which in our case means lots of easy sales and a stream of happy customers. Your part is to focus on the end results of what you want. Leave the how to the Universe. Just continue doing this visualization and release all beliefs and feelings that are blocking the manifestation of your dreams. I am not saying you should not do anything in the physical world. Actually I suggest doing whatever feels right to you, or according to whatever plan of action you might have adopted. Since you are actively and consciously creating your new reality, you will be inevitably led to the right actions, circumstances and people. Initially it may seem like remarkable coincidences, but with time you will naturally find yourself more and more at the right place at the right time. You need only to follow the signs.
Ensuring smooth manifestation of your reality

In concluding this section on creative imagination, I would like to stress three most important points. First, any time you do your visualization exercises imagine everything as if it is already happening. Not in the future, but now. Second, pay close attention to experiencing the feelings as if your desired reality already manifested. In other words, feel the joy, happiness, satisfaction and love and bask in these feelings. They have a strong attracting force. Third, if at any time during exercise, you notice a limiting belief or thought or some uncomfortable feeling write it down to release it later.
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Points to remember: 1. Each of us has a genie. This genie is our powerful imagination. 2. Anything is first created in the imagination 3. You use imagination more often than you know it 4. Imagination and memory trigger the corresponding feelings 5. Our brain and body cannot differentiate between what is real and what is vividly imagined. 6. Imagination creates reality 7. Closing the Loop visualization is a great way to manifest your ideal sales vision and attract the right customers. 8. Closing the Loop visualization exercise steps: a) Close your eyes and relax. You can relax by sitting in your heart or taking a few slow and deep breaths. b) Imagine your sales vision as if it were already happening. Involve as many senses and positive feelings as possible. c) Widen the scope of your customers. See yourself surrounded with hundreds or even thousands of happy customers enjoying your service. d) Imagine all the benefits your customers will receive from your work. Spend couple of minutes thinking how using your product or service helps them fulfill their needs, grow spiritually or merely get more pleasure out of life. e) Imagine what you are going to do with all the money you receive as a result of these sales. How will you feel when spending money on you wanted to do or buy? Stay with these feelings. When finished, thank the Universe for manifesting your sales vision. 9. Do not concern yourself with how your vision will come to you; rather focus on what you want and let the Universe take care of the details. 10. Creative visualization works best when you are in a relaxed state 11. You are already an expert in manifesting. It is time now to start creating deliberately. 12. You can greatly speed up manifestation of your desired reality by releasing limiting beliefs and trapped feelings.
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Once you have clarified your sales vision and started practicing the Closing the Loop visualization, you will find that more and more customers will naturally flow to you. It can happen in many ways, such as people that previously rejected your services may suddenly call you, some new projects may come literally out of nowhere or you may get more referrals from your existing customers. Although it is possible that your new customers will suddenly fall from the sky, typically they will come by more ordinary roads. You may find yourself motivated to do certain things that you previously did not consider or did not think feasible. Or what you did before did not give any results, and now suddenly it starts to bear fruit. These activities can be something as simple and cheap as emailing your friends about what you do, or something more complex such as advertising, and you may find that just the right publication comes your way. If you need certain information you will be drawn to its source. Whatever it is, do not be surprised if you start having many seemingly unrelated coincidences resulting in more clients.
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6. Dealing with difficult customers

Hall of mirrors
Every customer is your reflection
Now that you are well on the way to getting more customers and sales, it is important to realize that your external reality is always a mirror of your internal reality. The external reality is everything that happens to you, including each and every customer with their specific behavior towards you. Your internal reality consists of all your beliefs, thoughts and feelings about customers, sales, markets, money and other attitudes related to sales. As long as you have not released all of your limiting beliefs and trapped feelings, it may happen that some of your customers will still turn out to be far from perfect. These customers are not there by chance. You attracted them with your beliefs and feelings, and they show you that there is still something in you that needs releasing. These customers simply reflect your inner reality. Have you ever been in a hall of mirrors in an amusement park? Mirrors are placed all around a room in such a way that each mirror shows you a different side of yourself? The same happens in life, where your external reality represents all the mirrors in the room reflecting you, and your internal reality is analogous to you standing in the center of the room. There are many mirrors and each one reflects a different aspect of you. You can have many great customers, and you can also face difficult customers. Examples of my definition of difficult customers include cases where they do not pay on time, they are hard to deal with for whatever reason, they complain frequently, or even cancel sales. While you are honestly practicing your visualization, you may wonder why these difficult customers come to you even though you did not include them as part of your sales vision. The reason is that since external reality is a reflection of your internal state, every customer will be a reflection of something in you.
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Using Mirror to discover internal blocks: An example

I recall that when I started to give private consultations on Attracting Abundance I found that some prospects called me, wanted to come, but they had problems with how much I was charging. Some would argue it is too much, others would try to bargain for half an hour, while others would book only to cancel later. This lasted for couple of months until I decided to really look inside myself and see what was causing it. What I found was that I myself had doubts about the amount of money I was charging. I felt my prices were too high and this feeling perfectly materialized in my reality my prospects felt the same way. Now once I was able to identify these feelings and then release them, the issue of price vanished from my customers, as though it never existed. I should add that I discovered the cause of these feelings. They stemmed from the fact that I did not think my consulting was providing enough value to my customers, despite the obvious benefits to my customers right in front of my eyes. This of course was just another limiting belief I was holding.
Connecting external and internal realities

As we said before, you are the creator of anything that happens to you. Any external problem is there because you have attracted it into your space. An external reality is a reflection of your internal reality so your difficult customers behavior is really just a mirror of yourself. Therefore a useful way to deal with difficult customers is first to understand what in you has caused or attracted this difficult behavior of your customer. The process is like looking in the mirror and making sense of what you see. When you look at yourself you see your face, your nose, your lips in the mirror. Everything is familiar, everything is part of you. Yet, when something happens out there in the physical reality, it is more challenging to find the connection between what you observe out there and what is being reflected in here. The process of finding this connection is called a Mirror exercise. It consists of looking at somebodys undesirable behavior, identifying what bothers you there and asking yourself a simple question (see below).
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This really works well if you are stuck in a pattern and want to move on. If you find that you repeatedly experience the same pattern, the Mirror exercise allows you to dig deeper to find the cause of this pattern. Once you understand it and then release it, you will not be attracting the same old pattern or situation again.
The Exercise: Mirror

Step 1. Identify what disturbs you in your difficult customers behavior. This is rather easy. For example, the customer can be rude to you, always be late, cancel appointments, be indecisive, or anything else that bothers you in him or your relationship with him. It is usually true that if something bothers us, then either we suppress or deny these qualities in ourselves, or we simply do not like them in ourselves. Either way we do not accept these qualities in ourselves and therefore it is hard for us to accept them in others. It is as if it subconsciously reminds us of our own issue with these qualities or behaviors. Step 2. Ask yourself What is the mirror for me here? You can expand on the question by asking yourself, In which situations do I behave similarly towards other people or myself? or In which situations do I suppress myself behaving in a similar way towards other people or myself? Now this step can be trickier since we are so accustomed to seeing problems with other people, and not in ourselves. They have a problem, not me! It is they that have to change, not us. But a recipe for their change is simple you change and they will change as well. The whole world will change as you change yourself, since your external world is just a reflection of yourself. So try to be as objective as you can. For example, if your prospect cannot make up his mind and it drives you nuts, then see if you behave the same way with other people or with yourself. At first it may be difficult to notice it, but persevere. This situation would not
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have come to you unless there was something in you that vibrated with this being indecisive frequency. So check yourself mentally: are you really decisive when dealing with other people? What about towards yourself? Does it take you a long time to make a firm decision about important things in your life? Probe deeper and you may be surprised. A mirror may be there because you suppress part of yourself and then it comes to you in the form of another person. For example, you may always attract overly assertive prospects. Now, if you look at yourself you may say I am never like that. And this is exactly the point! This is the part of yourself that you make an effort not to express. Check if you have some internal block with being assertive. Are you afraid to speak for yourself? Or are there any areas of your life in which you do not feel that you deserve the best? It is as if your soul wants to attract your attention to this important issue. Once you see the connection, it might be like a revelation. Suddenly, everything is clear. You know what causes the problem, therefore you know what to release. Once you understand what in you is reflected in the form of your customer or his behavior, then you can stop the flow of indecisive prospects. You do it by changing or releasing your own pattern that was responsible for bringing the situation into your life. It is really all about changing yourself. Whatever you find in yourself that youd like to release, you can do so using techniques described in the subsequent chapter on releasing beliefs and feelings. Often though, getting an insight of what part of you attracted the situation is enough to stop the pattern, especially if you are willing to accept that part of yourself. The lesson was learned, so to speak. The appearance of things change according to the emotions and thus we see magic and beauty in them, while the magic and beauty are really in ourselves. - Kahlil Gilbran
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You can only see in others what you have in yourself. If you find something great about other person, it is because you have some of this greatness in yourself. If on the other hand, you find some fault in another person, then again you see it there because you have the same fault inside yourself, though probably you do not want to see it.
Applying the Mirror exercise: customer objections

One nice application of the mirror exercise has to do with handling sales objections. Before continuing, I want to mention that if you do your visualization and hold a belief that you have your customers who will all come at the right time, then you will not feel threatened by any objections, because you know that you are on a path to abundance. You will not even regard them as objections since you will not be pushing to sell to everyone. You offer a great product or service, and if it is right for these customers, they are automatically attracted to you. The objections I refer to are not from potential customers who are actually asking for more information. If someone objects that your product or service does not have this or that, then possibly she just is asking how your product can fulfill her needs. So by showing her how your product can still help, youll take care of this issue and move on toward a sale. I am talking about those objections when it seems there is little to say in response. For example, Your product is way too expensive for customers, or Competition has better name. For these objections, realize that since you create your own reality, it also includes attracting customers with their specific objections. Remember that you have your customers, and the only thing that stops them from buying from you or coming to you is something inside you. It can be that one of your limiting beliefs might be still operating here, or some of your behavior is mirrored in your customer. So if you find that a specific objection comes too often from your prospects, the Mirror exercise can help you understand which of your behavior is reflected in your customers objections. Once you find and release this behavior you might be very surprised how quickly the Universe matches itself to fit your new perceptions.
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One day a prospect called me and said he had a specific problem with his sales. Ninety percent of the people to whom he demonstrated his product could not make up their minds, even when they knew the product was good for them. They would say, Ill think about it, and then he never heard from them again. I suggested to him that he might want to check if he behaves similarly somewhere in his life. He said he would, and asked me how I could help him with his sales. So I explained the idea that our reality, including our sales and customers, is created according to our beliefs, thoughts and feelings. I said that he was welcome for a private consultation to uncover and change the possible limiting beliefs, as well as to find where he behaves similarly to his clients. He enthusiastically agreed with the idea and guess what he said? Ill think about it. Another sales person, Michael, had a bad relationship with his customer that owed him some papers worth lots of money for him. For months Michael tried to get an appointment with his customer, but he would always either cancel their meeting an hour before or simply not show up. Michael was mad with his customer. He just could not think of him without getting angry. Michael already understood that somehow he attracted this customers behavior, but he still wanted to get his valuable papers back. Together, we looked at how exactly he felt with this situation, and he realized that deep inside he felt he was ignored by his customer. In fact, this feeling of being ignored has been with him for years, and this whole story with papers was just one of the numerous situations where he felt this way. Once he became aware of this trapped feeling it did not take much time to release it. Can you imagine how surprised Michael was when his customer phoned him the next day, made an appointment and plainly gave him back his papers? No fuss, no avoiding, no cancelled meetings. What happened was that once Michael released those feelings of being ignored, which acted as points of attraction for matching situations, there was nothing vibrationally that kept him in those situations any more.
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Raising the vibration of a relationship

Bless difficult customers
What can you do when you meet a customer that does not behave as you wish and yet you want an immediate change in his behavior? There are a few things you can do, but first I suggest that you thank him for showing you that there is still something in you that needs releasing. He is actually doing you a spiritual favor. Then bless this customer. Now consciously he may not feel any difference, but subconsciously he will know what energy he receives from you. He may change his attitude towards you without consciously realizing why his feelings are different. Did it ever happen to you that you changed your attitude to somebody without understanding why? Could it be that below your conscious level you received some information, which translated into new subconscious feeling? The same can happen to other people. Start blessing your difficult customers. Try it a few times, and you will see the difference. Let it work for you. Blessing someone is like asking the Universe to channel the divine good to that person. And since the energy you transmit is exactly the energy that you attract, when you send your beautiful energy to another person, as a bonus, you will be attracting the divine good to yourself as well. If you are not sure how to bless, just say whatever blessing feels right. You can do it in your mind or speak the words out loud, it does not matter. The universal mind will know your intent and pass your blessing on to your customer.
The Exercise: Sending Light

Another way of blessing is to send light from your heart to your customer. Your light can heal a person or help him grow spiritually. Sending light is real easy and takes only seconds to do. Just sit in your heart and imagine a beam of light from your heart chakra to other person. Note that this light comes through you, not from you. In other words, the light comes from a higher source and goes through you, whereupon you direct it onwards to its destination.
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By the way, you can also send light to your business, your sales or relationships. Just imagine a symbol (such a circle or a ball or anything else that comes to your mind) that will symbolize your business or sales and send light to this symbol. Energetically you will be raising vibration of that business, sales situation or relationship. Its a great and easy skill to practice.
Your thoughts are not really private

Actually, since we are all connected on a deeper level, any thought or feeling you have about another person becomes known on a subconscious level. We may think we have privacy of our thoughts, but in reality people feel what you really mean. They may not be able to express it in words, but often they may have a gut feeling or just change their attitude towards you. So it makes sense to think positive thoughts and feel good about your customers. If you find yourself having slightly less than flattering thoughts or feelings about them, consider releasing these thoughts or feelings. When you bless your customers or send them light, you are automatically focused on thinking highly of them. It is hard to bless and curse someone at the same time.
De-cording Exercise: Cutting the ties that bind

Another great tool you can use when facing a difficult customer is to practice decording. This excellent exercise can wonderfully repair any relationship gone awry. It works well for any customer with whom your relationship is not as smooth as youd like it to be. De-cording is done after an argument or when something goes wrong between you and another person, like your customer. As a result of even a small conflict usually there is a negative energy connection established between you and that person. As long as this connection, known as a negative cord, exists, there will be something unfinished or negative in the relationship. It can be expressed in various forms starting from a subtle unpleasant feeling when you think about that person, all the way to a strong dislike or anger towards the other person. You can tell that you have a cord when you notice that you are feeling hurt, tense or angry when you deal with or think about that
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person. In many cases a cord appears after he told you or did something you did not like, pushing one of your sensitive buttons. This negative cord is a real energy connection between you and the other person and it will keep dragging your vibration lower. Once the cord is released, your vibration automatically raises. In many cases, you will physically feel lighter. De-cording is really a very simple exercise, and with experience it can be done within a minute. It is a great thing to do in any kind of relationship, such as between lovers, parents and children, friends, suppliers, and of course, with prospects or customers. De-cording releases you from the burden of unnecessary low energy, and often you can immediately feel a difference in the relationship afterwards. Everything that is created is first created on energy levels, so releasing negative energy connections causes corresponding changes in relationships. Things suddenly flow better, new understanding is found, old resentment and anger dissolve, and what looked like heavy unsolvable issues seem completely trivial now. De-cording is done in three easy steps. Step 1. Imagine your customer in your minds eye and see if there is a cord between you and him. You can imagine your customer standing in front of you and then look for any cords between your and his bodies. Cords can go between any body parts or chakras. You may be initially thinking, I am making it up or It is all in my mind, but do not discard what you see. Trust your inner vision and the results of De-cording exercise will speak for themselves. Know that you cannot see what is not there. If you see a cord, there is one. Ultimately, what do you care if it is all your imagination as long as it produces excellent results? When you focus on both ends of the cord, see each one ending with a hook, one end attached to a specific part of your body, and the other end attached to your customers body.
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I do not want to set any expectations by telling where you should look, since when you see one you will know it is a cord. Intuitively you may also know why the cord is between those specific places. Step 2. Once you have found a cord, in your imagination remove it and dissolve it. Unhook it from the place where it connects to your body and hold it in one hand. See where this cord leads to and connects to your customer and unhook it there with the other hand. Hold the cord in both hands. Now dissolve this cord and make it disappear. There is no one right way to do it, and you can use any method to dissolve the cord. I personally like to visualize a beam of light coming from above, going into my heart chakra, and then like a laser, I direct this beam of light to the cord and burn it until there is nothing left. Other people like to put this cord into a white bubble of light and see that the cord shrinks and disappears. Use whatever way feels right to you. Step 3. Once the cord is gone, speak to the person as if you were speaking to his soul. Imagine speaking to his soul, his higher self, his superconsciousness, or just a higher part of him, whatever fits your belief system. What can you tell him? Well, this is the time to express your feelings, to unload any unspoken energy from your heart. If he hurt you, then tell him how you are feeling, and that you do not want this to happen again. This is also an excellent opportunity to forgive him. You do not want to keep low-level energies of resentment and hurt to yourself, and forgiving him will release these trapped feelings. If, on the other hand, you have not behaved your best to your customer, then you can explain that despite the argument, you wish only the best for him. You can also ask for his forgiveness.
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Your talk can be short or long, ordinary or extraordinary. It does not matter. Just use this opportunity to communicate with your prospect from the higher level and express anything yet unexpressed. You can say things that you would not normally tell him face to face or would not be able to express. What else can you say and why? When you imagine a person and speak to him, he really hears you. He hears you on a subconscious level and this communication can be more effective than in the physical world. On the subconscious level, there are less obstacles to open communication, which are usually created by our ego. So you can also explain to the customer that despite whatever problems you two have, you accept him completely. You also accept whatever decisions he makes with regards to your product or service. You want the best for him. You can then explain to him the benefits of the product you offer. Yes, this can be a great sales talk, especially if done from the heart. But you do not want to push your products down his throat, rather offer from the heart. When you speak from the heart, you can only say things which are good for him and for yourself. At the same time, when you offer your best to this prospect, remember that it is up to him to accept your services or not, so do not be attached to the result. You offer a cookie, and if he takes it, thats great, and if he refuses the offer, thats also great. Your success does not depend on his purchase although it may seem like a contradiction. Your success is created by you. You give to one person and may receive from ten others. Your part is to offer and be open to receive. Universe will find a way to give you back. Once you are done, and really this exercise takes only a minute or so, often you may feel that something has been released. The relationship that you had may be changed now. Your difficult customer may be not so difficult after all.
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Again I would like to emphasize that whatever choice your customer makes is entirely up to him, as this process is not a manipulation of his subconscious mind. Rather de-cording allows you to create a smooth path between you and your customer, to release any unnecessary negative emotions, so whatever is right for both of you will come out of a deal. You are eliminating any energy obstacles on the way to a mutually satisfying relationship and a great sale. If it is right for your prospect to buy from you at this stage, then he will buy. On the other hand, if it is currently not right for him to get your services, then you can keep your vibration high and spend your time focusing on attracting the customers that will benefit from what you have to offer.
When nothing seems to work

And finally I could not finish this chapter without mentioning about those cases when nothing seems to work. You may be doing a wonderful job of De-cording, visualization and Mirror exercises, and yet things just do not seem to improve. In the best case, your difficult customer does not get more difficult. This usually means there is something deeper happening, but a business has to go on and you have to take an important decision regarding this customer.
Close one door, another ten will open

A wonderful spiritual trick can be applied here. It is called Close one door, another ten will open. Nothing could be more important for your sales than flowing your own energy in a positive way. So when it happens that you see that nothing works and you spend too much precious energy with a difficult customer and get bogged down into low energies, you might just consider letting go. Yes, letting go of this customer. Surrendering to your and his highest good. If you diligently performed the exercises of blessing, De-cording and examining your Mirror and yet the problem remains, you might instinctively feel that it is now time to let go of this customer and move on to other prospects. Do it then. In any case, there are many others waiting for your service. By the way, if you find it difficult to let go of a single customer, even if it feels like the right thing to do, then ask yourself why. Is there a fear that there are not enough prospects for you? Is there a belief that if you let go of a prospect then youve failed?
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What often happens in these cases is that once you let go of trying to get a sale from one wrong prospect, ten more prospects will appear. In terms of energy, you will not be stuck anymore in frustration or anger, thus attracting a corresponding reality. One door closed, ten more are opening. And by the way, several people told me of their similar experiences that when they decided to let go of a customer where nothing seemed to work, later he/she would often come back, this time as a right customer.
Examples of customers who didnt want to pay

I was introducing a new product to the toys market. After a few weeks of initial marketing, I already had about twenty shops selling my product and everything looked promising. There was just one problem, though. One shop was giving me hell. They just did not want to pay me for the products, or at best would pay me with a check dated for my next lifetime. Every time I got to that shop, the owner would tell me another story, and I could clearly see it was a white lie. Within minutes I would feel my energy plummeting. I would get angry and start asking myself how could they behave in such a way to me. But since it was only the beginning of sales of this product, I did not want to lose even that shop. Then, one day I just had enough. I made a firm decision not to work with them any more, and what happened next was remarkable. The day after I dropped this shop off my list, six or seven new shops appeared willing to sell my stuff. Another good example is Ginger. She has a very successful business selling educational materials to hundreds of schools. She provides good products and delivers a great service as well. She is a very nice person so most of her customers become her friends. Last year everything was going well, and then one problem appeared: some schools just did not want to pay on time, mildly put. Since Ginger had to pay her employees on time, there was a cash flow problem. Initially, she believed that she had to get every possible customer and therefore did not want to let go of even those who did not pay well.
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Then one day she made an exceptional decision that turned out to be the right one. She announced to all those late-paying schools that unfortunately she had to stop working with them. This was a brave decision and as a result, she lost some customers. A few months later, a new trend began to emerge. Many of those schools that Ginger stopped working with came back asking to work with her again. This time though they had to pay in advance! One door closed, ten more opened. Instead of concentrating her energy on difficult schools, she chose to flow her energy in a more positive direction for her. The moral of these stories is simple. By letting go of wrong customers, you make new place for right ones. If you believe there are enough customers for your services or products, there will be. You do not need to have every customer, just the right ones. And there are more than enough of them around.
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7. Dealing with competition

Competition is always self-made
If I were asked to talk in one sentence about competition, the best thing that I would be able to say would be the following: Competition is always self-made. I can hear some people laughing at the absurdity of this phrase. How about facing reality? Get real! And I can relate to their point of view myself. During many years in sales, I have had real competition and I have also lost quite a few sales to strong competitors. So how can I state that competition is selfmade? Did I make it? Did I want it? Should I close my eyes to all the situations where there is a real competition, real products of other real companies that my real customers may choose instead of my products? It all goes back to the basic idea that we create our experiences. For example, in my business, did I want to create competition and have them take my sales all these years? I assure you, the answer is no. Looking deeper, though, I revealed that I believed in competition, and often I feared that I might lose my prospects to some greedy competitor. And sometimes I did lose sales. Somewhere, somehow, I was sold into possibility of losing. So here again, in the area of competition, we find there are certain beliefs and feelings that make it possible for competition to appear in our space. There may be beliefs that we may lose to some competitor, that our products are inferior to those of competitors, beliefs that if someone else succeeds greatly in the market it means less for us. All these beliefs materialize, but we do not realize that it is our beliefs that created this competition, and instead we choose to blame competitors or think this is the harsh reality of business. Feelings are also creative, and probably the most widespread emotion with regards to competition is fear. And fear, like no other thing, very strongly attracts corresponding reality. What we fear is usually losing to competition, not being able to sell to our customers, losing market share and so on. These fears typically
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have their origins in beliefs that there is not enough in the market for us and that it is possible to lose sales. Competition is self-made in that it does not come by itself. We create it or attract it, with the help of our matching beliefs and feelings. What is in your mind will manifest in the physical reality. If you do not create it, it will not come, and therefore will not exist in your reality. Can you think of one of your friends or acquaintances who has attracted competition by constant worrying about losing sales to possible yet currently invisible competitors? Or by believing that there is not enough for everyone, and then watching the future unfold to match his/her beliefs?
Limiting beliefs and feelings about the marketplace

Just as we create other situations in our reality, competition is also created by our choosing, either consciously or unconsciously, through feelings, thoughts and words that we use. So if we typically entertain thoughts of lack, or dwell on the possibility of losing, then we literally create the circumstances in which we will experience them. The solution is to release or replace all these limiting beliefs, thoughts and feelings. We will focus a great deal on working with limiting beliefs and trapped feelings in a later chapter. Even if you sell shoes and the woman next door starts to sell the same shoes, she is still not your competitor. That is, not until the moment you decide to give her, be it only in your mind, the label of a competitor. Then she becomes one. If you are scared that she can steal your customers, she definitely will. If you are afraid that you might sell less, then guess what are you inviting? Of course, you can choose a different perspective: you have your customers who are destined for you and she has her customers destined for her. In the infinite Universe, even if she has more, it does not mean that you have less. You can also appreciate that even though the shoes may be the same, the energy that goes to the shoes when you pack them with love and joy for the client is your special energy. And who knows, maybe your customers happen to need that kind of energy that you put in the shoes? Nothing happens by chance.
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If you were to look around your potential market without holding any limiting thoughts, you would not see competition and you would not attract it. Yes, you would see others selling similar products, but you would not see competitors. They have their customers and you will have yours. Why would they take your customers? If you think they can take your customers, check if you have some hidden beliefs about you being cheated, robbed or fear of losing. Write them down so we can release them later. Sounds simple? In many peoples reality, though, they do have limiting beliefs and thoughts about the market being small in many ways, so they see other companies or people as competitors. Our beliefs and fears are what invite competition. The moment you believe you have competition, youve got it. On the other hand, when you become open to a possibility that your customers will find their way to you, your perception of competition will change.
Fear has big eyes: An example

Often fears about competition and losing to competitors are exaggerated, and are so powerful that we are led to focus on the wrong thing: not to lose a sale. Instead we should be focusing on getting a sale. And since whatever we focus on is what we attract then it follows that anytime we spend time thinking about competition and its potential dangers, we create them. I remember one quite successful businesswoman, Jane, who started a business selling neck massagers. It was a very unique type of massager and customers responded favorably by buying the products for themselves, and as a wonderful gift for their friends. She was prospering. The problem was that Jane was constantly worried about competition. She was obsessed at seeing a competitor in everyone. She constantly suspected that all the shops she worked with were clandestinely negotiating with other vendors. It was quite funny to watch it. She had a fantastic product, her prices were reasonable, distributors or shops seemed loyal, and there were hardly any competitors. I also happened to know how her few competitors were doing, and I knew that she had most of the market to herself. And yet she was paranoid about competitors stealing her market.
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I do not know exactly how it all ended for her, but after a few months she complained that there were not enough sales and was still worried about other people who might sell similar massagers. Recently I saw that some shops that used to sell her massagers now sold both cheaper and more expensive versions instead of her product. In one of the New Age shops that used to sell Janes massagers, the owners of the shop said they stopped buying from her. They did not like the energy she was giving to the products! Little did Jane realize that she was putting most of her creative energy in the wrong channel. She feared losing market, and she was. The same energy, if applied positively, could bring her more sales and piece of mind. As the old Russian saying goes, Fear has big eyes.
Creating a bigger pie

What do you think about your competition? If you choose, you can create a bigger pie instead of slicing the existing one into smaller pieces. I want to invite you to think about any competitor you believe you have, and just notice any thoughts that go through your mind. Do you think this company might have a better product, better price, better salespeople, better connections and better whatever? Notice what you are feeling when you think about this competitor. You may now begin to realize what you are attracting when you are thinking and feeling this way. To change the way you see competition, start by identifying any beliefs you hold about this and other competitors and note any fears related to possible competitors. Once you read the chapters explaining how to release then start releasing those limiting beliefs and feelings. What you might find once you let go of these beliefs and feelings is that your market can grow independently of any competitors, and many competitors-to-be are in no way an obstacle to the growth of your sales.
If you win the Rat Race, youre still a rat

The question I often hear is, But what do I do about competition? It comes from people who rightfully want practical answers and want to do something about the problem.
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Once youve released the limiting beliefs and feelings which created the competition, you can, if you prefer, take the appropriate action that feels right to you. And here is the trick: what will feel right after you release might be very different from what felt right just beforehand. You might get some insight or a creative idea. You can also shift your focus by asking yourself what would your customers like to have? What better service or product could you give them? Rather than focusing on being better than your competitors, you can choose to focus on improving what the customers currently have. Is it the same? No. You can offer a product which is better than your perceived competitors, but if you step out of this better than competitor thought form, you can offer something completely different and original. This will only benefit your customers, since you will be focused on the essence of what they need and not on a specific solution. Just like somebody wisely said, If you win a rat's race, youre still a rat. Too many people are obsessed about beating the competition, instead of focusing on what to give to the customer, or what you can do to make your own business a bigger success. Can you see the difference in focus? With the right focus you will inevitably attract the most profitable ideas for your products and their marketing. All the questions you hold in your mind are like questions to the Universe, and the Universe already has the answers for everything, just waiting for you to ask the right question. So if you ask a Universe How can I make my own business more profitable? you will get an answer. If you ask, How can I beat my competitor? you also get an answer. Judge for yourself which answer serves you better. Most important is that you do not want this energy of beating, competing or cutting throats. It suggests there is not enough for everybody. It involves struggle and effort. But you know there is enough since you yourself create all the sales you can imagine.
Bless your competitors, and be blessed with none

Earlier we proposed a spiritual approach towards tough customers, namely to bless them. We discussed how blessing them can lead to changing the dynamic of
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your relationship and ultimately raise its vibration to help resolve the problem. So using the same line of thinking, I would like to ask you now, How often do you bless your competitors? If you answered, Often, then congratulations! If not, then perhaps now is the time to start. How you relate to your competitors is of paramount importance. First, as we have already seen if you find yourself labeling them as competitors then they become competitors for you. Second, notice how you feel about them. Do you curse them in your mind wishing them dead? Your subconscious mind is connected to all, and these thoughts are accepted as if you were wishing it for yourself. Whatever energy you send out is what comes back to you, so the practice of thinking negatively about your competitors is like a boomerang and can endanger your own business survival. One of the most effective and easiest ways to deal with perceived competitors is to bless them and wish them luck with better business. So each time you think of your competitor, mentally wish them the best success they could possible have. It does not come to them on your expense. Moreover, what you wish them is what will come to you multiplied. And as a nice side effect of blessing your competitors, you will soon get rid of any fear related to competition. So bless your competitors and soon you will be blessed with none.
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8. Simplest way to keep streams of sales coming

It is Gratitude. I love talking about gratitude. Whenever I speak or think about gratitude, I start to feel very good. I feel a warm pleasant sensation inside my body. This is the basic energy law in action: whatever you focus upon is what you attract. So once I set the vibration of gratitude in motion simply by thinking about it, I feel its effect on me. Gratitude is a state of mind, an attitude and it can even become a way of life. Gratitude is first of all giving thanks for whatever you have. If you look around, there are so many things for which you can feel grateful. It only takes a small shift in consciousness to notice them. If you can read these words, that means you can see, so you can be grateful that you can see. If you can hear, you can also give thanks for your ability to hear. You probably have a roof over your head, and you are already luckier than millions of people around the world who do not. Thats another thing to feel grateful for. And when you focus on those obvious things, you start to feel better. If you cannot find anything to feel grateful for (even though I doubt it) then say thanks that your situation is not worse than it is. But how does it help with sales? Remember we spoke about the importance of being focused on what you want? What could be a better way to do it, than to consciously express gratitude for the sales (or other goodies in your life) that you have already received? Giving thanks for sales you have already received or even for sales that you will receive in the near future is a very easy and effective way to generate more sales. I read in a fascinating book The secret life of your cells by Dr. Robert B. Stone, about a simple cause-effect experiment that its author, suggests we can easily reproduce in our kitchen. Put mung beans in two glasses with water. Keep the same conditions for these two glasses, such as water, light or place. During the day visualize one of the glasses and send love to those beans while ignoring the
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other glass. Then check in 24 hours to see the difference. The loved beans sprout and grow twice as fast. So how do you send love to your sales to make them grow like beans? By being grateful for these sales.
Gratitude works wonders

If the only prayer you ever say in your entire life is thank you, it will be enough." - Meister Eckardt Let us see more specifically how being grateful for your past, current or future sales can help you with your sales now. Actually, it serves you in several practical ways.
Keeps you focused on what you want

Try to recall any sale you made and are happy about. Choose the one that was easy and brought you a nice commission. Now thank the Universe, God, your guides, Buddha, Christ, Higher Self, or anybody else you feel more attuned to, for that sale. Just say, Thank you, Universe, for bringing me that great sale. Of course, it was you who initiated and attracted that sale into your reality by directing your thoughts, feelings and energy, but it was the Universe that brought the manifestation or materialized the sale. So repeat that sentence out loud a few times, and realize that while you are saying this phrase you are positively focused on having a great sale. And as we already know anything you focus on starts to move in your direction. This includes easy sales, great customers and lots of money. Note that you do not have to invent anything which does not exist. You just state your thanks for something that happened to you. For example, if you want more happy clients, then you know what to thank for: your current happy clients.
Puts you in a positive and abundant state of mind

While you are saying the thanking sentence you are in fact affirming that you already have that thing or quality that you desire. It is like looking at a glass and seeing it half full. It makes you feel more abundant, emphasizing that there is
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abundance already around you. That abundant state of mind further fosters abundant thoughts and feelings about many more possible great sales.
Greatly raises your vibration

It is very difficult to be negative and thankful at the same time. Whenever you start giving thanks, it is like turning the vibration control knob higher and higher. Many people can feel subtle changes in or around their heart area. By raising your vibration you automatically adjust your antenna for better things to come.
Makes you feel good. Really good.

In fact, so good, that you might prefer to stay longer in that state just for the sake of this very special feeling. Indeed, any time you feel bad or negative just find anything to feel grateful for and start giving thanks for it. It will quickly improve your state of mind and release negativity. Personally, I love gratitude both because it produces excellent results and also because it feels so good to be in that blissful state.
The Exercise: Thank-affirmation

The formula for this exercise is very easy: just express gratitude for the sales that you currently have, or for any positive aspect about your sales. If you cannot find anything great about sales in your current reality then remember any sale in the past that had something positive in it, which you want to experience more often. If you cannot remember that kind of sale, then give thanks for having it in the future. Step 1. Choose any positive aspect in your sales and give thanks for having it in your sale life. Thank you, Universe, for great sales / easy sales / huge commissions / lots of customers / easy to deal customers / lots of money / anything you can think of, etc. Step 2. Repeat as many times as you wish. Pay attention to how you feel when you say it. Really let yourself soak in that blissful feeling of gratitude.
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It does not matter if in your past you only experienced this aspect in a very minor way or even if it was a one-time occurrence. What matters is your energy and the feeling that you put into it when expressing thanks. This kind of giving thanks has very powerful effects. You will notice that when you practice it, your state of mind changes. You feel more positive and abundant. If practiced consistently, you will see and feel that it becomes easier, and it takes less time to slip into this kind of state. On a practical side you will also notice that things or aspects for which you are grateful will come to you more easily and quickly, sometimes at lightening speed.
Lazy mans way to abundance

Gratitude is thus a very simple and effective way to attract desired things into your space, and a very elegant way as well. It is really a lazy mans way to getting abundant sales. All you have to do is just to give thanks for the great and easy sales that you are having, or had in the past or even those that you will have in the future, and you will find that more are on the way. Therefore, you can use it either as a way to generate new sales or to ensure a steady stream of current sales. And what is nice about it is that every time you give thanks you feel great. The idea of gratitude is not new. Many religions and ancient philosophies talked about gratitude. I heard about some very advanced Taoists that spend their whole day in gratitude. They do not need to work for anything, as things just come to them matching their grateful energy. If you do not believe it, then try spending a whole day in gratitude!
Every time I needed money

I remember that every time I needed some more money I would start saying thanks for the money I already had, and suddenly more would start coming from everywhere. In most cases, it did not fall from the sky (even though that did happen twice!) Rather, it would come to me in more ordinary ways, such as more customers, or a nice deal. I recall one time people started calling me out of the blue for a product that I believed had long since finished its lifetime, and I thought I was stuck with it. Or
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a few times some unexpected checks from various government organizations would appear. While I would advise you not to expect more sales or money to come in a specific way that you might expect, I would suggest being open to all possibilities. Why not let the Universe surprise you? Once I was waiting for a refund from social security. It has been already a few months overdue and I decided Id like to speed it up. So I sat down and started to write the affirmation Thank you Universe, for providing me with lots of money. After about 20 lines I stopped and felt it was enough. Later that day I checked my mailbox and there it was, my long overdue check. Regarding sales, all that needs to be done is to thank the Universe, or God or Higher Powers for the sales / customers that you already have. This will attune you to that very energy that produced the sales or brought the customers in the first place. Of course, put the emotion into saying it, as more emotion means more energy. The more you express gratitude for existing sales and customers, the more you will attract, so you can express even more gratitude, and so the cycle can continue.
Connecting to an unlimited sales potential

It took me some time to learn to say thanks regularly for every sale / customer, and I still sometimes forget. I am only human :). Every time I did remember to say thanks for a fresh sale, more sales / customers would start coming from everywhere. It is like a confirmation that behind every sale is a driving force of energy and consciousness which brings these sales into your life. Also I noticed that some time after I would express gratitude for the sales I had, not only did I have more sales, but also many new ideas would come to me. It would be like opening my eyes to what was really possible. It was as if while I was affirming thanks for abundance of sales, I was actually connecting to unlimited sales potential.
Implement gratitude with a journal

Another great idea is to start your sales gratitude journal. Just before going to sleep, write down thanks for every success you had during the day, however
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small. If you had a new customer, or a good sale, or you finished some proposal in time, then write down your thanks for it. Simply write thanks for anything that happened during your day that you want to increase. This way vibrationally you clearly say to the Universe This is what I want, please. Writing has a strong effect on our consciousness and manifestation. It connects our mental and emotional vibrations with the physical world. That is, it connects our thoughts, intentions and feelings with the physical world of the paper, pen, and the action of writing with your hand. You can do it any time of the day, though I suggest doing it just before falling asleep. You are typically not busy then, youre more relaxed, and any idea just before falling asleep reaches your subconscious easier. Taking these thoughts and feelings into your dream life will carry the gratitude energy to an even deeper level of your being. Actually you can write anything that happened during the day for which you are grateful, not only events related to sales. Whatever you notice will grow. So notice and give thanks for expressions of love you have received during the day, a great parking space you found, a clear blue sky in the middle of what was supposed to be a gray morning, or a great smile from a stranger. Give thanks for all of this and you will have more of it already on its way to you.
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9. Time to release trapped feelings

Healing the sales wounds
Sales, just like any other profession, has its ups and downs. While some downs may seem negligible to some people, others can take these negative experiences to heart and have strong emotional reactions. If you have ever had some sales experience which you would rather forget, then you know what I mean. These less-than-positive experiences leave scars which may stay for years, and have an undesirable effect on all future performance.
Scars from the past impact your current sales

You may be surprised to learn that practically every strong emotional experience which left us with a trapped negative feeling, may have an impact on todays sales performance or financial situation. For example, because of earlier experiences, many of us harbor various trapped fears such as fear of rejection, fear of failure or even fear of success, and these become our inner saboteurs.
Example of the effects of trapped feelings

Let me tell you a short story about a young salesperson named George. When George was thirteen years old he went with his parents to a month-long vacation. The place was a small spa town with a beautiful seashore and tall pine trees. His parents stayed on the beach most of the time, and George got bored rather quickly. He looked around for something to do to keep himself busy, and one day a great idea came to him. He noticed that many tourists drank beer on the beach and left the beer bottles behind after they left. George had heard about a place in this small town that paid a small amount of money for each bottle, and so George with his quick mind immediately saw the source of revenue. Right after sunset he walked along the shore and collected many bottles, which he stockpiled under a tree in the pine forest.
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This became his passion and his vacation vocation. Some people spent time lying on the beach, others played ping pong or chased women. Not George! He could not wait till sunset to start collecting his empty beer bottles, while dreaming of what he would do with all the money he was going to earn. A few weeks passed by, Georges vacation was nearing the end and he was going to carry his bottles to the place to get his hard earned money. Three days before his departure just like every other day he brought bottles to his hidden place in the forest and to his surprise and utter frustration, all his bottles were gone. I am not going to describe how terrible he felt at that moment. I will only say that many years later, whenever George was about to close a big sale, something in him would panic. He would suddenly get very anxious and experience a strong fear of losing the sale. Nobody wants to choose to lose a sale, but that is precisely what George was transmitting with his vibrations: a strong fear of losing the sale. We already know that what you feel is what you attract. So guess how it influenced his performance? Exactly! Even when everything was going well, something in the last moment would go wrong and ruin the sale. As part of releasing this fear, he remembered the whole story of beer bottles that happened many years ago. As a result of losing his bottles, which is still a mystery to him, he subconsciously linked the expected arrival of lots of money with the fear of losing. It was the same fear that was subconsciously triggered every time there was a big sale or big money at stake. Now George routinely closes very nice deals. By the way, he still doesnt like beer and drinks only wine.
Trapped feelings attract corresponding reality

As we grow up and collect negative emotional garbage, along with great positive experiences, we become more and more like machines reacting to situations according to some previous negative emotional programming. We fear being rejected, we get angry or we feel shame, often not realizing that a current situation acts only as a trigger to what is stored at a subconscious level of our mind. Whatever feelings were not released are buried alive and still
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effect us. Any trapped feeling then acts as a magnet attracting corresponding reality.
Trapped feelings create internal obstacles

Another effect this emotional garbage has on you is that it creates internal obstacles for your success. Say you had many bad experiences that involved fear, anger or frustration, especially related to unsuccessful sales. Subconsciously you would do everything to avoid having these situations again. Consciously you may want to go ahead, but subconsciously you would sabotage your conscious efforts to succeed with procrastination, blunders and other distracting activities. So at this stage we will learn how to uncover and release those trapped feelings that limit your sales success. If during previous exercises you experienced a negative feeling and remembered to write it down, now is the time to recall all those feelings. We are going to do some releasing here.
Uncovering your trapped feelings

What I want you to do now is to make a list of any negative feelings that you experience or experienced related to sales. List any fears, frustrations or other negative feelings you have regarding sales or the sales process. Usually you will know your main issues. For one person, it may be a fear of rejection, while for another it may be a fear of failure. I am using examples of fears more than any other feeling, since it is my experience that a fear is probably the most widespread factor limiting success in sales. One way to learn about your negative feelings is to imagine a potential sale from beginning to end, and notice which feelings or sensations come up. If a feeling comes up, then give it a name or a title such as, Fear that I am going to fail with this sale or, Fear that my client will be disappointed. Alternatively, you may become aware of some uncomfortable sensation in your body and in this case give a corresponding title to this sensation, such as, A choking feeling in the throat when I am about to give a price quote.
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If you remember a sale that you do not really want to remember, then probably there are some feelings there that you can list. Any sales trauma you ever had usually has strong negative feelings, so you may want to write them down. The idea is that we want to find all these trapped feelings and then start the process of releasing them and clearing the way for fabulous sales.
Examples of common fears

Below I have listed most common fears related to sales, success or money. I have very loosely classified these fears into groups to make it easier to relate to them. If you feel that you identify with any of these feelings add them to your list. Some of them are quite similar and are phrased only slightly differently. You may relate to one more than to the other. Finally, while preparing your list I suggest to start with fears in the top of your negative feelings inventory followed by other feelings such as anger, disappointments, frustration, etc. This is both because fears are so prevalent in sales and also because for most of us they have an especially negative effect on our sales abundance.
Fears about failure / success

Fear of failure Fear of not succeeding Fear of success: what will happen if I make it? Fear of being a loser Fear of missing out on a possible sale Fear of losing a sale / losing to a competitor Fear of earning / having too much money. (Do not laugh. This fear is present sometimes when we feel were reaching the limits of our comfort zones.) Fear of betrayal (e.g. by earning more than your father, husband) Fear of getting started
Fears about expressing yourself / interacting with others

Fear of rejection Fear of cold calling Fear of expressing yourself / speaking out / saying what you want Fear of not having value / worth in what you say Fear of not knowing what to say
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Fear of being criticized Fear of sounding stupid Fear of being with many people / speaking in front of many people / public speaking Fear of disappointing others / being disappointed Fear of taking too much time from others Fear of embarrassing yourself Fear of being exposed Fear of losing your reputation Fear of being wrong / making mistakes Fear of doing something you should not / doing something bad Fear of losing control Fear of being abandoned Fear of being manipulative / manipulated Fear of being inconsiderate / selfish Fear of being indebted to the customer (for his purchase) Fear of being exploited / being taken advantage of Fear of not being loved / admired / appreciated / wanted
Fears about commitment / responsibility

Fear of having too much responsibility / too much work / being overloaded Fear of commitment Fear that it may take a lot of hard work to succeed
Fears about inadequacy

Fear of not being enough Fear of not having enough money / commission Fear of running out of money Fear of not having enough sales / customers Fear of not having enough time / motivation Fear of not making your quota Fear of making too big a sale / being overwhelmed Fear of not being able to deal with so much money Fear of being weak / inferior / unimportant Fear of having weaker / inferior product Fear of having your product returned Fear of being inadequate / incompetent / unprofessional Fear of not being knowledgeable enough / not having enough knowledge
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Fear of not being good enough Fear of not being perfect Fear of not being spiritual enough The same issues can appear in different feelings. I took fear as an example but maybe in your case you would resonate more with other feelings. For instance, you may realize you are not afraid of rejection but instead are rather angry about being rejected. Or maybe instead of fear of not having enough sales, you are frustrated with not enough sales. So write down whatever feelings you experience or experienced in sales related situations in the past. Anger, disappointment, guilt, shame are just examples of what you could experience. Now ask yourself, What is the worst thing that could happen on the way to my sales vision, or if my vision manifested now? After you answer this question, ask yourself what else could happen that you do not want. Answers to this question can be quite revealing. Add them to your list as fears. For example, People might not like me if I earn too much will reveal a fear that people might not like me if I What we want to have is a list of all negative feelings which in some way relate to sales, customers or money, and which you either experienced or might experience, such as when you imagine a sales-related situation. Now that you have a list of your trapped feelings we will start releasing them one by one. I would suggest starting with the most dominant one, the one that disturbs you the most. Of course, you do not have to wait until you have compiled a complete list of all your negative feelings. In fact, you can release without a list at all. But I have found that if you first list your feelings clearly, it results in a more thorough cleaning. Still, if you prefer you can start with releasing the most intense feeling that bothers you, and once it is released proceed to other ones. Actually, you will often be led to other feelings as releasing is very much like peeling off an onion. Once you take one layer off, then there is another layer behind it. With every layer peeled off, you will feel lighter about the issue, and often after a negative feeling is released you will be wondering what the whole fuss was about.
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How to release trapped feelings

There are as many ways to release negative feelings as there are drops in the ocean (I like this drops-in-the ocean metaphor). Whichever way you choose is up to you so if you already know your own method and are happy with it, then go ahead and use it. For example, some great methods are the rebirthing technique, using visualization, and the Journey process. I am going to offer four methods that I have found very effective and easy to learn. They work well for most people, and describing a few methods means you can choose between them for the one that works best for you. Please bear in mind that as with many other things in life, the more you practice these tools, the better you become at using them.
Method 1: Release by learning to feel the feelings

Many people are not used to feel their feelings or experience them as they are. Most of the time, we either repress them by not acknowledging them at all, or we suppress them by blocking them out with something else, such as eating to feel better or watching TV incessantly. Or alternately we act out our feelings, such as venting our anger by shouting at someone. All these methods, to my mind, are really just ways of running away from undesirable trapped feelings, and are not particularly helpful in releasing them. Even though expressing feelings such as hitting someone when you are angry can help discharge the anger somewhat, usually it will bring only a temporary release. In most cases, though, it will plainly be inappropriate. There is, however, another thing we can do with our feelings and that is to learn to feel them.
Getting back in touch with feelings

Before we can learn to feel our feelings we have first to learn to recognize them as such. From my experience of working with many people on various emotional issues, I have found that many people have lost touch with their feelings. Men are especially prone to this.
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I have seen it quite a few times. I would ask a male client what he is feeling about some issue, and instead he would tell me what he is thinking about it, like, I want to get over it. And this is exactly the problem: You dont need to get over it. Absolutely not! I want you to be aware of what you feel, and then release it. There is a whole universe of difference between the two. To get over it is what men typically do when they are having not very pleasant feelings. Getting over it only suppresses the feelings even more, but doesnt deal with them. And it is exactly these unpleasant feelings that we are after. By recognizing them as feelings, we can start the process of releasing them. I do not mean to say that in order to release our feelings we always have to feel them intensely. This is just one of many options. For example, with EFT which we discuss later in this chapter, we do not need to get inside our feelings and relive them. What we need is only to be aware of what we are feeling, to tune to it so to speak. What I would suggest to those of you who have lost touch with your feelings is to start recognizing your feelings as such. Initially you may not notice them, or you may not relate to them as feelings, but consistency of your attention will bring results. So throughout the day every time you remember, stop and ask yourself What I am feeling? and then listen inside. The first few times you ask this question, you may not feel a thing. Persistence is the key! Maybe your internal judgments are telling you it is not good or right or even spiritual to have certain negative feelings (e.g. anger), therefore repressing the idea that what you are feeling is a feeling. But given your attention, you will start to recognize your feelings. And when this happens, celebrate that day as a great beginning! You will be surprised to know that you have always had these feelings, just most of the times did not recognize them as such. They were repressed, but they could not be buried alive. That is why you need first to recognize them, and then feeling them becomes as easy as pie. Once you start to recognize some of your newly uncovered repressed feelings, you can speed up the process by asking someone to help you. Ask someone close to you to let you know when he or she notices that you are feeling any repressed
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feelings, such as anger or fear. It can be your spouse, boyfriend, girlfriend, or a friend with whom you feel quite open to discuss such intimate things. That might seem like a paradox. How can someone notice that you are feeling repressed feelings, when they are repressed? But it is a fact that other people, especially those that know you well, often can easily detect how you feel by the way you speak and the changes in your voice, intonation, face expression, or body language, such as clenched fists. People usually can tell you when you are angry or scared, often with greater accuracy than you yourself! What this will do to you is that you will gradually become aware of your feelings, particularly those you thought did not exist. It is like someone stopping you in the middle of a phrase and saying, There it is, you just said it! Except that here its not what you said, its what you just felt.
Feeling without prejudice

Once you recognize your feelings, learning to feel them is actually very simple. It involves experiencing the feeling without judgment and without trying to express it or get rid of it. The technique is essentially allowing yourself to feel the feeling as it is, neither suppressing nor expressing it. If it is difficult for you to put a finger on a feeling then notice if there are any sensations in your body when you think or deal with a problem. If you feel a sensation in the body, then you can focus your attention on it and it can help you feel the feeling. Actually, this method of learning to feel is very helpful not only for getting back in touch with our feelings, but also for releasing them. Once we learn to be with our feelings without judgment, the mere fact of feeling them will often release them. It is as if our feelings are like little kids that want to be heard and acknowledged before they calm down.
The Exercise: Learning to Feel the Feelings

Step 1. Choose an issue that disturbs you. Step 2. Allow yourself to experience the feeling.
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Just feel the feeling without trying to express it. For example, if it is fear or anger of losing to a competitor, then just allow yourself to feel this fear or anger. Stop doing everything and just feel it. You can also say hello to the feeling. Acknowledging your feeling helps create a better connection with it. Notice if the feeling changes its form, subsides or if it is released. Step 3. Notice where you feel this feeling or sensation in your body, and stay with it. When there is a feeling, there is always an accompanying sensation in the body. So by paying attention to any uncomfortable sensation in your body can help feel the feeling. In short, just observe how it physically feels in the body. You may also like to breathe through the sensation, as it helps you to get more conscious of what you feel in the body. Feeling your feelings is really accepting them as they are, without judging them as positive or negative. And when you feel and accept your feelings you may find that the feeling starts to dissipate and gets released. Another great benefit of being able to feel your feelings is that you stop repressing them. While you can actually release most feelings by simply feeling them, sometimes it is more desirable to release them without feeling them too much, for example, if a feeling is too strong or an emotional pain is simply unbearable. Fortunately, there are fantastic methods of releasing feelings without reliving them. You still need to recognize your feelings and only be aware of them. One method described below uses imagination, the next one is direct releasing and the last one is called EFT.
Method 2: Release using imagination

This technique involves using your imagination to release unwanted trapped feelings. Imagination is a powerful force available to each of us, with more power than most people consider.
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Actually, whenever we imagine something, it immediately appears at some level of reality, be it astral or mental, since there is a different concept of time there. For us, it means that working with imagination can bring fast internal changes. You may think you are making it all up, but the results tell you that the effects are very real. There are several metaphors you can use for releasing. One of the simplest is the Bubble Technique.
The Exercise: Bubble technique for releasing trapped feelings

Step 1. Chose a trapped feeling you want to release It helps at this stage to get in touch with a feeling. Just notice where in the body you feel this feeling or sensation. You can also say hello to the feeling or breath into it. Step 2. Imagine putting this feeling into a bubble and releasing it. Let the bubble fly upwards until it disappears. Notice any changes in the feeling, as its intensity or location may change. It may be getting smaller or completely disappear. Step 3. Repeat step 2 a few more times. It takes a few seconds to do this simple exercise and you can stop during a day and do it couple of times for some especially stubborn feelings.
Alternatives to bubbles: more releasing metaphors

Instead of using a bubble, you can use any one of a number of alternatives, all using the imagination: a) You can imagine putting the feeling into a box and giving a box to God or the Universe itself. b) You can imagine yourself walking up a mountain (or stairs) and as you walk up, you throw away the boxes of your unwanted feelings. c) You can also imagine cleaning that part of your body where you sense an uncomfortable feeling or sensation. In your minds eye take any
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gray or black material out of your body and then fill that space with light. d) You can also imagine your trapped feelings as slime (astral slime!) and wash it away with an imaginary shower. Actually, every time you take a shower, you can remember to wash away something that you no longer need. e) Or if you are in a playful state of mind you can imagine your trapped feelings as black butterflies that fly up and away from you. These are just a few simple examples to get you started using your imagination for releasing trapped feelings. Use your imagination in creative ways as long as you feel good about what you are doing. Also keep in mind that any imaginative practice will work more effectively when performed in a relaxed and calm state. You can therefore sit in your heart before doing these exercises to center yourself using one of the earlier exercises in this book.
Method 3: The Exercise: Direct releasing for removing trapped feelings

The next method uses direct releasing for removing trapped feelings. This technique is very simple and elegant. Initially you may wonder whether it worked at all, but after some time you realize that something did change in you. With practice it can work very well. Direct releasing technique for removing trapped feelings. Step 1. State I let go of the feeling ___ and take a deep breath. You can replace the words let go with anything that you feel right for you, such as remove, release, eliminate, renounce, dissolve, relinquish, etc. Your words have power, therefore anything you say, especially with intention to release, also has power. The change is quite noticeable on energy levels, where it can happen instantly. Step 2. Repeat the statement a few more times. If you still feel some intensity in the feeling, you can repeat the releasing statement a few more times. In my experience people
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sometimes release a feeling but they think they still have it, because the mind does not believe that releasing can happen so fast. So the way to know is to check in your body if you still feel the feeling. With time, you will see that it is often necessary to say the releasing statement only once. That is it. That is all it takes to release a trapped feeling. Now if you find yourself doubting that such a simple procedure can actually release trapped feelings, then start by releasing this very belief by stating that you let go of it: I let go of a belief that such a simple thing cannot release my negative feelings. Anything you believe in will work for you, so it makes sense to choose the simplest and fastest methods that resonate with you. And what could be simpler than just asking to let go of a feeling?
Method 4: Release with EFT: The Emotional Freedom Technique

And finally here is a method that is so good and effective that I would be doing you a disfavor if I did not tell you about it. This is a fantastic technique and I love using it, since it often brings amazing results when nothing else works. It can be especially useful if you have to deal with very unpleasant feelings with which you would rather not get in touch at all. This technique is called EFT, which stands for Emotional Freedom Technique.
All negative emotions have corresponding energy blockages

EFT is an energy technique developed by Gary Craig based on the discoveries of Dr. Roger Callahan. The main idea is that all negative emotions have corresponding energy blockages in the body's energy system. By removing the blockages on an energy level, we simultaneously release them on the emotional level. It may sound complicated but you will see that is it actually quite easy to do. EFT is a simple technique, which releases negative feelings such as fear, anger, hurt, hopelessness, anxiety, guilt and life-long phobias like fear of public
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speaking, heights, claustrophobia and much more. It also removes the emotional charge from traumatic memories without the need to relive the painful experiences. For example, releasing a traumatic memory of rejection and its related fear will do more for initiating relationships with potential clients than years of studying how to approach a prospect.
Emotional form of acupuncture

EFT often provides rapid relief from emotional issues, and brings peace to the mind and the body. Negative feelings and old emotional wounds often can be released in minutes! The process itself is actually quite simple and easy to learn: while focusing on a problem or feelings associated with that problem, you tap with your fingers on specific energy points. This opens the meridians and balances your energy, resulting in a physical-emotional release. Of course, as with any energy technique, your intention to release is of paramount importance. Gary Craig calls EFT an emotional form of acupuncture except that we don't use needles. Instead, we tap with the fingertips to stimulate certain meridian points while the client is 'tuned in' to the problem. EFT is used now in many countries around the world, to help with releasing not only negative emotions but also a wide set of problems, such as allergies, headaches, addictions, traumas and sports performance. For our purposes we are going to use EFT to get rid of unwanted feelings, which stand in the way of your success in sales. In the next chapter we will use EFT to remove limiting beliefs. EFT often works wonders where other methods did not work for years. Sometimes it works so fast that it was called one-minute wonder. And while it often does indeed work very fast as you will soon experience for yourself, I think it is appropriate to mention here that with some deep issues persistence pays off.
Further information on EFT

For more information, a free 80-page EFT manual and fantastic inexpensive video tapes please go to Gary Craigs web site at www.emofree.com. There are also many case histories devoted to various topics, which can be of help if you want to get better with this wonderful technique. Also if you find that you resonate with
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this powerful technique, I strongly recommend taking a live workshop. You can find a list of EFT practitioners and list of workshops around the world on the same website. Personally, I learned EFT from a good friend of mine over a nice meal in a Chinese restaurant on a business trip to London. It sounded so incredible that it took me a whole year to look at Gary Craigs web site and get the instructional videotapes. They had great material and many taped case stories illustrating the points. But it was only after I participated in a two-day workshop presented by two very experienced EFT masters, that I could appreciate the enormous potential of this technique. There is nothing like watching and learning from masters in action. I started using it actively with clients, as well as on myself, and since then have seen many miracles.
EFT tapping points

Below are step-by-step instructions how to perform EFT. This is a shortened form, which is very effective and which suits most people for most cases. EFT uses several tapping points to which the instructions will refer. You do not need to worry about missing the exact meridian point, since you will be using two fingers. Even if you tap near the point, it will still work. See the picture below illustrating the relative position of all the points. Eyebrow point (EB) - at the beginning of the eyebrow, just where the eyebrow hair starts. Side of the eye (SE) - on the bone in the outside corner of the eye. Under eye point (UE) - on the cheekbone just under the eye. Under the nose point (UN) between the bottom of your nose and your upper lip. Chin point (Ch) - in the indentation between your chin and your lower lip. Collarbone point (CB) - in the junction formed by the collarbone and the breastbone.
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Under Arm point (UA) - on the side of the body down from the armpit, in line with a man's nipples or about womans bra strap. Sore Spot located on the upper part of your chest on both right and left sides. Gently press with your fingers around your upper left/right chest to find an area that feels sensitive or tender, sore spot. The Sore Spot is not used for tapping. Instead you rub it while saying a set-up statement, as described below. If you cant find the Sore Spot, you can rub a broad area of the upper part of your chest with four fingers.
The Exercise: EFT for releasing trapped feelings

Step 1. Focus on a feeling that you want to release Step 2. Rate its intensity on a 1-10 scale (10 being the strongest, 1 none at all) Step 3. Set-up: Locate the Sore Spot on either side of your chest, and while gently rubbing it, say three times: Even though I have this (insert description of a feeling or a problem), I deeply and completely accept myself. For example, Even though I have this fear of offering my service, I deeply and completely accept myself. This is called the Set-up statement. Step 4. Tapping round. Tap with your fingertips, ideally using your index and middle fingers, on all points starting from the Eyebrow Point (EB) down to the Under Arm point (UA). While tapping on each point, repeat a reminder phrase, which is a short word or part of the set-up statement. Tap 7-10 times on each point. The reminder phrase helps us to stay tuned to the issue or feeling that you want to release. For example, a reminder phrase can be afraid to offer my service. Step 5. Take a deep breath and re-rate the intensity of the feeling.
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Often the number will be lower, and you will feel better or lighter about the feeling. Step 6. Repeat steps 3-5 until the intensity goes to 0. In the set-up statement you can change to Even though I still have this fear of
Notes on the EFT exercise

1. Rating the intensity of the feeling is rather subjective, but it gives a good estimate of how you feel about the issue. If you find it difficult to assign a number to intensity, then notice if the feeling is very strong, strong, medium, weak or if its gone completely. This is in order to evaluate how the releasing is progressing. 2. Be specific one of the most important issues in EFT is to be specific. This is especially significant if you seem to be making slow progress with your chosen problem. So for example, instead of working to release I am afraid to offer my service, choose specific incidents when you felt this way and perform EFT on them. This will change your statement to something like Even though when I was talking to X yesterday I had this fear of offering my service, I deeply and completely accept myself. Often it is better to take a general issue and separate it into all incidents that you can remember where it occurred. Then after performing EFT on a few of them you might realize that other incidents do not bother you any more. Gary Craig uses a forest as a metaphor: the general issue is the forest in which there are many single trees, where each tree is one negative incident. If the forest is densely populated, addressing a general issue is like trying to chop down an entire forest with one swing of the axe. You will perceive your progress as slow or you will feel like you are not moving at all, and thus you may consider that the EFT process is not working.
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Instead performing EFT on each incident is like cutting down a single tree (even though I love trees, it is still a good metaphor!): it is easy to see when a tree or an incident was removed. Thus the effect of EFT is quite noticeable, and it will be easier for you to work with this method since you will be able to watch your progress every time you apply it. With the cutting down of each additional tree, more of the emotional issue is released. And here is a nice generalization effect: after you chop a few individual trees often the whole forest just falls. The issue is released. For example, if a friend of yours has been rejected a hundred times during the last couple of years, and now he is afraid to speak about his product or service, first of all give him a medal for his persistence! Then if he does the EFT on removing fears or frustrations associated with all those painful experiences, in most cases he will not have to release all of the hundred bad memories. What will most probably happen is that after releasing maybe 5 or 10 of them, for example, he may feel that none of the experiences have any emotional charge. In other words, by cleaning several emotionally related experiences, he has cleaned the entire issue. 3. A feeling can have several aspects. Sometimes, when you work on releasing a feeling, it may change into a slightly different one, or into a bodily sensation. Chase these new aspects and it will result in a more thorough release. For example, if you initially started releasing the feeling furious with being rejected by my customer, you may realize after a few rounds that you are no longer furious, but instead upset, embarrassed or hurt. In this case, adjust your set-up statement to reflect this change. It could also happen that after doing a few EFT rounds on this feeling furious with being rejected by my customer, the feeling would change into a bodily sensation, for example, a pressure in the stomach. In this case, you can adjust the set-up statement to
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something like Even though I have this pressure in the stomach, I deeply and completely accept myself. So perform EFT on any aspects that you can find.
Example of EFT: dont be shy; go for the big issues

Once you start the process of releasing with EFT you will become better at recognizing the feelings related to sales, even if initially they seemed completely irrelevant. You can choose to start releasing feelings on your list one by one, or alternatively you can take your most disturbing issues and work on them first. Let us say for example, that rejection is your big issue and you want to release it. It may have come from a simple childhood incident, such as when you asked for a toy and received a sharp rejection from your well wishing parent, creating a fear of rejection still affecting your life today. Fortunately in order to clean this fear, you do not need to remember every rejection experience from childhood onwards. Of course if you do remember it helps, though most of us had hundreds of similar experiences, simply too many to remember. So how would you go about clearing the rejection issue? To begin, tap a few times with the word rejection. Just tap on each point saying the word rejection. You might already feel a bit lighter. Then think about the last experience you remember when you felt rejected, or you were afraid of being rejected. Rate the intensity of the feeling. Now while rubbing your Sore Spot say the following sentence three times Even though I felt rejected in ... situation, I deeply and completely accept myself. Then tap on the points while saying rejection or fear of rejection, whichever feels right to you. In most cases you will feel better about this experience. Next think about another situation that you remember when you experienced rejection, and perform the same procedure again. When you discharge these specific experiences from their emotional charge, you are, in effect, also cleaning hundreds of similar experiences that are not in your conscious memory. When you cut enough trees (rejection experiences) then the whole forest falls.
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Next, who said you cannot also release for future situations? Imagine yourself in a sales situation in which you would typically feel fear of rejection. After having performed the EFT a few times, you probably already feel much better about that situation and maybe the entire issue of rejection has already gone. If so, congratulations! You have cleaned one important point on a way to great sales. On the other hand, if imagining a future situation still brings up remnants of the fear of rejection, then perform the EFT on this remaining feeling. The ultimate test is, of course, when you face a situation which used to trigger fears of rejection. In many cases you will be pleasantly surprised that the issue does not bother you at all. With time and practice you will be able to feel what is right for you in regard to performing EFT. You will intuitively know the best set-up statement, how many times to tap on each point and so on. Later you might be able just to imagine yourself tapping on points only in your mind and have similar results as if you were tapping physically.
Summary
1. It is important to release trapped feelings if you are to enjoy abundance in sales. 2. You can start by listing all the negative feelings you have related to sales, success or money. Usually, you already know what trapped feelings you have. You can also ask yourself, What is the worst thing that could happen once my vision manifests? This question can dig up a few hidden fears. 3. You can use any method to release trapped feelings. Here is the summary of the methods described in this chapter. Learning to Feel the Feelings steps: Step 1. Choose an issue that disturbs you. Step 2. Allow yourself to experience the feeling. Step 3. Notice where in the body you feel this feeling or sensation, and stay with it. In short, just observe how it physically feels in the body.
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4. Releasing using imagination steps: Step 1. Chose a trapped feeling you want to release. Notice where in the body you feel this feeling or sensation. Step 2. Imagine putting this feeling into a bubble and releasing it. As alternatives to a bubble you can use other releasing metaphors, for example: You can imagine putting the feeling into a box and giving it to God or the Universe itself. You can imagine your trapped feelings as slime (astral slime!) and wash it away with an imaginary shower. You can imagine your trapped feelings as black butterflies that fly up and away from you. Step 3. Repeat step 2 a few more times. 5. Direct releasing technique steps: Step 1. State I let go of the feeling ___ and take a deep breath. Step 2. Repeat the statement a few more times with intention of releasing. If you still feel some intensity in the feeling, you can repeat the releasing statement a few more times. 6. EFT steps: Step 1. Focus on a feeling that you want to release. Step 2. Rate its intensity on a 1-10 scale. Step 3. Set-up: While gently rubbing the Sore Spot, say three times: Even though I have this (insert description of a feeling or a problem), I deeply and completely accept myself.
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Step 4. Tapping round: Tap with your fingertips on all points starting from the Eyebrow Point (EB) down to the Under Arm point (UA). While tapping on each point, repeat a reminder phrase to help focus on the issue. Tap 7-10 times on each point. Step 5. Take a deep breath and re-rate the intensity of the feeling. Step 6. Repeat steps 3-5 until the intensity goes down to 0. A feeling can have several aspects, so perform EFT on any aspects that you can find. So now that you know how to release take an important step and start letting go of trapped feelings. Whatever is your issue, be it anger about losing to a competitor, frustration about not having enough customers or fear of not delivering, once you release these trapped feelings you will stop attracting corresponding situations into your sales life. You will be well on your way to abundant sales.
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10. Time to release limiting beliefs

Feelings and beliefs are interrelated
Now that we have dealt with feelings, we can move on to deal with beliefs. Often behind a feeling there is a belief that helped create this feeling. The opposite is also true: many strong beliefs are kept alive by corresponding feelings. For example, if you have a belief that making a mistake is a bad thing that can harm me or my business, then obviously you will fear making mistakes. If, on the other hand, you believed that any mistake serves you well in some way, for example, makes you more knowledgeable and experienced, then you may not have the fear of making mistakes. I am not saying you should strive to make mistakes. A mistake is often just an experience which was given a negative judgment. In fact, you can take any of the fears mentioned in the previous chapter and easily see a belief related to this fear. For example, fear of failure implies a belief that it is possible for you to fail. Fear of speaking out implies a belief that other people may not accept what you have to say, or that what you say is not worth hearing, or stupid, or unimportant. So beliefs and feelings are often very much related. So when releasing feelings, people often report cognitive changes, sometimes even drastic belief changes. I had quite a few amazing experiences watching people release a negative feeling, and within minutes, I witnessed how some of their strong beliefs just disappear.
Which to release first? Beliefs or feelings?

We can release feelings, and as a nice side effect, related limiting beliefs are also removed. Alternatively, we can also work directly on removing limiting beliefs and watch the corresponding feelings simply vanish. I find that some people prefer to work with beliefs, while others are more inclined to focus on working with feelings. There are also those who like to work at the same time on both beliefs and feelings. So I suggest doing whatever feels right for you.
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I have worked for years with beliefs and almost ignored the area of feelings, thinking I did not have any negative feelings (yeah, right!). In fact, they were just so deeply buried below my conscious awareness that I thought I had only joy and happiness. It was only after realizing that there were many repressed feelings that I could start to finally get in touch with them and release them. So if you are like me, you could also start with beliefs, leaving feelings for later on. Both are very rewarding: changing your beliefs will change the way you think, and releasing trapped feelings will change the way you feel and remove their emotional charge. Both are important and interconnected, and both act as strong vibrational magnets to matching experiences.
Choosing between empowering or limiting beliefs

Beliefs are everywhere
Since beliefs shape our reality, it makes sense to choose to have only empowering ones. The sad thing, though, is that most of us grew up absorbing rather disempowering beliefs from very young age. I think every time a child hears the word No! he or she gets some negative programming regarding what is possible in life. Shad Helmstetter, in his book, What to Say When You Talk to Yourself, says, During the first eighteen years of our lives, if we grew up in fairly average, fairly positive homes, we were told No! or what we could not do, more than 148,000 times! Now when you realize how many times a susceptible childs mind was programmed with this No, it is no wonder we have so many limiting beliefs about what is not possible or easy for us, instead of believing in unlimited sales success or a naturally effortless life. Our beliefs define everything in us and around us, starting from the way we see ourselves and ending with the meaning we give to the actions of other people. Probably some of the most important beliefs with regards to sales are those related to our self-image.
Creating a list of beliefs that no longer serve you

Now we are going to create a list of limiting beliefs. I suggest starting this process with those beliefs that define how you view yourself with regards to sales. Once
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you are done with beliefs about yourself, start adding beliefs about selling in general, customers, money, markets etc. Write down, Selling is ___ and then let your mind complete the sentence. Do not judge or censor what comes to your mind, instead just write it down. You can then do the same with customers, money and so on. Simply let your beliefs come to surface. I am ___ (with regards to selling) Selling is ___ Customers are ___ Money is ___ In fact, when you start writing you may find that other limiting thoughts pop up in your mind. So add them to your list. You would not normally think a thought if you do not have at some level a corresponding underlying belief. Below are some typical beliefs people have with regards to sales. You may find that some of them speak to you, while others are completely irrelevant. If any one of them rings a bell, then add it to your list. I am not good at sales. It is hard (for me) to close a sale. I do not believe in myself. I do not believe in my product / service. I cannot sell. I do not know how to sell. You need to have a good name to succeed. It is difficult to succeed. I am too small for it. It is not good / spiritual to sell. I do not deserve it. Selling is not good. Selling is cheating. It takes a lot of work to sell. Customers want something else / more than I can offer. There are not enough prospects. All (good) customers are already taken. Competition is strong.
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Economy / market is not good these days. It is hard to succeed in todays I need to be pushy to succeed. I need to work hard to succeed. Money is the root of all evil. Money does not grow on trees. What you are doing now is making a list of beliefs that possibly have a limiting effect on your sales. Soon you will release these beliefs that no longer serve your best interests. The idea is to release them not so much because they may be wrong but because you can have better ones. You might notice that once you let go of these limiting beliefs, there is a place for more empowering ones such as: I am great at sales and Universe helps in every way possible. I have abundant sales. Selling is spiritual and I help people fulfill their needs. It is easy to sell. There is enough for everybody. I am doing my lifes work by offering great service. Money is beautiful divine energy. Success is OK. I can have it all.
Beliefs about money

By now, I assume you have a list of beliefs related to yourself, sales, customers, money, competition, current state of the economy, the market, your sales ability etc. I urge you to spend some time with money, as we often hold many limiting beliefs about it. Money does not grow on trees, Money is the root of all evil and Money is dirty are just a few of widespread ingrained beliefs that lots of people have. Guess what? Once you release the belief about money not growing on trees, you will be able to allow into your reality trees that actually grow money as fruits. But this kind of advanced work falls outside the scope of this book. To help you get started finding limiting beliefs about money ask yourself, Is there anything wrong / bad / not right / not spiritual with having a huge amount of money? Your answers may surprise you. I ask this question to quite a few
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people, and once in a while I hear answers such as People with lots of money are ego-centric, overspend, or treat other people badly. Can you see negative beliefs about money lurking in these sentences? If you find any of these limiting beliefs about money in yourself, you may be sabotaging your desire to gain money, since deep inside you may subconsciously resist becoming one of those people who treat others badly. Of course, if you find a positive belief like money is divine energy keep it. No need to release that one. At this stage, add to your beliefs list those that do not serve you or are not particularly useful.
Beliefs about starting out

For example, many people, especially creative artists, have a belief that you need to have a good name to earn a good living. Actually it is quite a funny belief since by definition, every successful artist became successful by starting out without reputation. Once this belief is released, it makes room for a deep understanding that while it certainly helps to have a great name, not having a name is not an obstacle. So just write down everything that comes to your mind with regards to you and sales, customers, money, competition, markets etc. Give it some time. The more beliefs you list, the more you will be able to deliberately change your sales reality. If during previous chapters you came across some limiting beliefs, now is the time to add them to your list.
How to know if you have a limiting belief?

How can you know if you believe something or not? Beliefs have a strong effect on expectancy. Simply said, limiting beliefs limit your expectancy for success. So if you are not sure whether or not you believe something, just check deep inside yourself what you expect. For example, if you are not sure whether you believe that selling is easy and fun, imagine a future sales situation and notice your expectation: is it easy and fun? Since beliefs shape your expectancy, changing beliefs will change your expectancy accordingly.
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Uncovering what is holding you back subconsciously.

So far you have been compiling a list of beliefs that are more or less within your conscious awareness. Now we are going to go further and uncover beliefs that are below your conscious awareness. This is when more surprises hit home, when you realize the beliefs that were subconsciously holding you back from the success and the abundance you deserve. Actually, most beliefs escape our attention since we are so used to living with them. They are so ever-present, they become like the air around us: we are not aware of air but it is always there. From my experience, just uncovering a limiting belief and recognizing it as such is already fifty percent work done. Once you find that you hold a certain limiting belief, you can consciously change your way of thinking. Next time you catch yourself thinking a limiting thought stemming from this belief, you can recognize it and say to yourself, Hey, I know this thought and where it comes from. I can choose a better one now! With time, you will accustom yourself to thinking a different thought, and a new more empowering belief will be implanted. Now I would like to suggest couple of very effective yet simple exercises whose goal is to help you unearth subconscious beliefs you might be holding about you and sales. They are simple and just require your honest answers.
The Exercise: Uncovering beliefs 1

Step 1. Ask yourself what kind of sales, customers and money you would ideally like to have. Briefly write the answers down. For example, you may want easy and abundant sales, hundreds of fantastic repeat customers, earn 10,000 dollars a month, have prospects call you and ask you to sell to them, work less, etc. Step 2. Now with these answers in mind, ask yourself why you do not have these things now. Write the answers down. For example, if what you wanted was to earn 10,000 dollars a month, then the reasons you do not have it now in your life could
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be: Thats impossible, I dont have time to do so many sales within a week, I dont have the right products, Competition is too strong in my area, The market is saturated already, etc. Step 3. Now understand that the reasons you just wrote are actually the beliefs that stop you. Add them to your belief list. Continuing with previous example, your answer such as I do not have time is really your belief that I need more time to sell more. But we already know that you can attract more sales with the right type of energy, thoughts and feelings, so therefore time is not the main factor here; rather it is your belief. Someone who earns five times more than you does not work five times longer than you, she just attracts five times more sales with the right energy. Often at this stage people say but no, these are facts, not beliefs. And this is what I mean by subconscious beliefs: we are not conscious that we have them. I once heard a saying that anything we have for more than fourteen days we stop noticing. That is why it is sometimes helpful to do this exercise with a partner, since it could be easier for the other person to recognize your subconscious beliefs. In my experience I have found that this exercise usually brings up a few core beliefs that a person holds without being aware of them, thinking it is just the way things are, not their personal beliefs. Releasing these beliefs yields very positive changes. For example, I witnessed a few cases where after a persons beliefs about market (market is saturated / too small / for big fish only, etc.) were eliminated, he would soon get great ideas or opportunities to enlarge his existing market or create new ones.

Below is another exercise for uncovering subconscious beliefs. It also often leads to deep insights. While this exercise may cater more to people who meditate regularly or are used to do some introspective analysis, anybody can do it.
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Step 1. State, think or write what you want (sales, customers, money, etc.) in a form of an affirmation. Make it in the present tense and using the first person. For example, I easily attract huge sales, or Lots of customers call me to book for my services. Step 2. Now listen to what goes on in your mind. Frequently you may immediately hear a few buts or objections why this cannot be true. Following with the above examples, you could hear, But with my service / product, it is not possible to come up to such numbers, or I need to do lots of marketing for it. If you do not hear anything simply write, say or think this affirmation again and watch your thoughts. Step 3. Now understand that these buts or objections are actually the beliefs that stop you. Add them to your belief list. Can you see that the thought I need to do lots of marketing is really a belief that If I want lots of customers to call, I need to do lots of marketing? You might ask, But how else are they going to come to me? As long as you hold this belief you would probably be right: you will need to do much marketing if you are to have all those customers. Once you recognize and further release this belief, it will no longer be an obstacle. Lots of customers can come to you in zillion different ways while your lots of marketing way is just one of them. Once you let go of this belief you will be able to focus more on what you want (lots of customers) and let the Universe to take care of how details. And that is when real miracles start to knock at your door.
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The third method to uncover limiting beliefs works nicely especially if other techniques do not seem to work. It is basically a variation of the first method but from a slightly different angle. Step 1. Ask yourself what kind of sales, customers and money you ideally would like to have. Briefly write the answers down. For example, you may want easy sales, huge sales, hundreds of fantastic repeat customers, earn 10,000 dollars a month, prospects calling you themselves and begging you to sell to them, etc. Step 2. Now with these answers in mind, ask yourself why you would not want (or dont, or may not want) to have those things. Write the answers down. Now that is a tricky question. Why you would not want to have the things that you want? Most people initially say there is no reason to reject more money, sales or customers. But press deeper and try to be objective, or ask a friend to press deeper with you. If what you wanted was to earn masses of money, there could be many reasons why you may not want to have it. For instance, More money means I will have to give some of it to other people, or More money means people will envy me, or I will be afraid to be robbed or have it taken from me, or It is not good / spiritual to earn so much money, or Id feel that I owe money to other people, or It is not right to earn so much money, since there are so many poor people, or I will have to move to another area. What costs, sacrifices, or changes do you believe would be required? Why would you be afraid to have more sales, money, customers or abundance? Keep asking for more reasons why you don't want these things. For example, with regards to customers your answer could be, Because I will not have free time for myself, or I do not want to
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have too much responsibility, or I will not be able to provide the same level of good service. In other words, it is your inner objections that we are after. Mostly they go unnoticed until you pay attention to your thought processes. In my experience of asking this question to many people (with variations to love, relationship, money, etc.), the person often raises her eyebrow in disbelief that she had these kinds of limiting beliefs. Step 3. Now understand that these reasons are nothing more than just your beliefs that having more money, sales or customers will require some changes or sacrifices. Add these beliefs to your belief list. If one of your objections was I will not have free time, realize that it is just a belief that serving more customers requires more time. As long as you have this belief it will be true in your life; in other words more customers will mean less free time. However when you let go of this belief, it is no longer necessarily true. You could become more efficient and provide the same service in less time, you could delegate some of your work to other people, or you could aggregate several customers into a group. These are just examples to show you that having more customers does not automatically or necessarily entail you having less time for yourself. It is your belief that creates that cause and effect.
Effects of subconscious limiting beliefs: an example

Someone I know very well had a funny issue with his love life. The problem was that everybody he dated lived far away from him. All his girlfriends lived in other cities and he even dated couple of women that lived overseas. Yes, in fact, he had to fly there! He seemed to attract into his life a very specific kind of woman. This pattern was so powerful that even when he started to date a woman who lived in the same city, soon it turned out that she was just about to move to another town. And within a couple of weeks, he was back on the road spending a significant amount of his free time on traveling to see this new date.
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One day, he decided he had had enough of this love commuting, and we sat down together to uncover his limiting beliefs. He was surprised to discover that deep inside he had a belief that a relationship takes a lot of free time. Funny, how closely the reality was matching his belief. He then obediently released this limiting belief. What happened next was statistically impossible. Within two weeks he met a woman and they fell in love. Where do you think she lived? In the same building, one floor down, right under his apartment! Before their meeting he lived for nine months in this apartment and they never saw each other. Once he released that belief, he opened the door to a new kind of relationship in which he did not need to travel anywhere to see his sweetheart. By the way, since then they moved to their third home together and are very happy with each other. These ways of uncovering subconscious beliefs are very powerful. It may take some time (or is that just my belief? :) to get used to the idea that what you think are your beliefs, not facts of life. It can also be helpful a few times a day to stop and simply become aware of your thoughts, especially when you deal with sales, customers or money.
How to release limiting beliefs

Releasing limiting beliefs is like tending your garden. If you want to have beautiful flowers blossom, you must first pull out the weeds. Leaving the weeds in the soil will stifle the flowers, just as in sales reality leaving negative programming in our mind will continue to create obstacles to abundant sales. Also releasing limiting beliefs in one area of life, such as sales, often brings enormous benefits to other areas as well. For example, when you release a limiting belief like, I am not good in sales, you are also releasing parts of what could be a more global belief, I am not good enough. So you may be pleasantly surprised to find later that you have automatically grown in some other area of your life too. Releasing beliefs can be done in many ways. Actually, whatever method you believe in will work for you. You can take any technique used for releasing
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feelings as described in the previous chapter, and use it to release limiting beliefs. Simply substitute a feeling with a belief that you want to release. I am going to describe two techniques that I find very simple and useful for removing limiting beliefs. Do the one that feels right for you. You are already familiar with them from the previous chapter, so here we will adjust them for removing limiting beliefs. The first one is EFT, and then we will move on to direct releasing.
Method 1: The Exercise: EFT for removing limiting beliefs

EFT to remove a limiting belief is done in just the same way as the EFT with feelings. Most beliefs have some emotional charge behind them, and once this charge is released, the belief often loses its power. Step 1. Focus on a belief that you want to release Step 2. Rate its intensity on a 1-10 scale in terms of how strong your belief is (10 being very strong, 1 none at all) Step 3. Set-up. Locate the Sore Spot on either side of your chest, and while gently rubbing it, say three times: Even though (insert description of the belief), I deeply and completely accept myself. For example, Even though there are not enough customers for my service, I deeply and completely accept myself. This is called the Set-up statement. Step 4. Tapping round. Tap with your fingertips, ideally using your index and middle fingers, on all points starting from the Eyebrow point (EB) down to the Under Arm point (UA). While tapping on each point, repeat a reminder phrase, which is a short word or part of the set-up statement. Tap 7-10 times on each point. The reminder phrase helps us to stay tuned to the issue or belief that you want to release. For example, a reminder phrase for our example can be not enough customers.
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Step 5. Take a deep breath and re-rate intensity of the belief. Often the number will be lower and you will feel different about the belief or the situation. It may seem as if this belief may not be so right after all. Step 6. Repeat steps 3-5 until the intensity goes to 0.
Notes on the EFT exercise

1. You can also do EFT by alternating a negative belief with its positive counterpart. For example, you can do one round of tapping on Even though I do not have enough customers for my service and then the next round with Even though I have enough customers for my service While tapping on a positive belief you will also be eliminating your possible internal objections to why this can be true. 2. When working with releasing beliefs you may find it useful to phrase a belief slightly differently or in a different form. For example, when releasing a belief that there are not enough customers for my service, you can also release on beliefs such as, there are not enough customers in my area, the market is saturated now and other similar ones. It is more effective to cover different angles of the same issue.
Method 2: The Exercise: Direct releasing for removing limiting beliefs

This method uses direct releasing just like before, only now were using it to remove limiting beliefs. This technique is very simple and elegant. Initially you may wonder whether it worked at all, but after some time you realize that something did change in you. Step 1. State I let go of the belief ___ and take a deep breath. You can replace the words let go with anything that you feel right for you, such as remove, release, eliminate, renounce, dissolve, relinquish etc. Your words have power, therefore anything you say especially with intention to release also has power. The change is
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quite noticeable on energy levels, where it can happen instantly. Step 2. Repeat the statement a few more times. You can repeat the releasing statement a few more times. With time, you will see that it is often necessary to say the releasing statement only once. That is it. That is all it takes to release a belief. Now if you find yourself doubting that such a simple procedure can actually release deep-seated beliefs, then start by releasing this very belief by stating that you let go of it: I let go of a belief that such a simple thing cannot release my beliefs. See, anything you believe in will work for you, so it makes sense to choose the simplest and fastest methods and believe in them. And what could be simpler than just asking to let go of a belief? If you like this technique then I suggest to use it on any belief, thought or even feeling, as it takes very little time to do. The releasing statement itself can be found in many more complex techniques for releasing beliefs or feelings, and yet just this single one-sentence technique can be very effective.
BSFF
If you really like this direct way of releasing beliefs and want to be able to release even faster, then you may be interested in an excellent technique called BSFF (Be Set Free Fast). BSFF was invented by Larry Nims, Ph.D., a clinical psychologist who spent many years of research and experimentation with different therapy methods, and then developed BSFF and further refined it. BSFF is an amazing technique and is much more expansive than just releasing limiting beliefs one by one. It actually lets the subconscious mind do all the work, often releasing many limiting beliefs and negative emotions at once with a single key word. From all the techniques I studied, this seems to be one of the most comprehensive and fastest ways to release limiting beliefs. If you are interested,
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you can find more information about BSFF on Larry Nims website www.BeSetFreeFast.com
What happens after you remove limiting beliefs?

New beliefs through affirmations
Releasing limiting beliefs makes room for new unlimited ones! When a negative belief is released, you will often find yourself automatically having a positive belief instead. To make the garden of your mind even more beautiful and abundant, you may consider planting new empowering beliefs. And since you already let go of the weeds in your mind, it is much easier and more fruitful to plant new flower seeds (new beliefs). The process will be very smooth now since there is no resistance. One of the convenient ways to install new beliefs is by a simple technique called affirmations. Lots of books have been written about how to use affirmations, and there is a great deal of free information on the web. Affirmations have become quite a popular technique for changing beliefs during the past twenty years or so. While they have worked successfully for many people, others found it less effective. The reason, I think, lies in some hidden limiting beliefs that run contrary to an affirmation, that can even sabotage the very process of using affirmations. After all the exercises in previous chapters, now you are much more aware of your limiting beliefs and thoughts, and you also know how to let go of them. When you start stating affirmations, you will be able to see if there are any remaining mental or emotional obstacles. I suggest saying an affirmation and listening for any thoughts, beliefs or feelings that may come to surface. These are exactly the obstacles that it might be more efficient to release first, before continuing with the affirmation. Once you are done with removing these beliefs or feelings, come back to the same affirmation. You will see how much less resistance it will have, almost like sinking immediately into your mind. For example, when you affirm, I now enjoy selling or I easily earn 10,000 dollars a month, you might feel uneasiness somewhere in your body. Then you
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can use EFT for releasing this feeling of uneasiness. Or you might hear a thought in your head Yeah, right. I am not a salesperson. Often it is not that important what the conscious mind thinks, more important are those subconscious beliefs that lie hidden, and raise their ugly heads every time something runs contrary to them. You could take a hundred different courses on sales, but if subconsciously you still believe you are not a good salesperson, or that it is greedy to want money, this will reflect in your sales. So in this case you might release a belief that you are not a salesperson, and then use the affirmation I am a fantastic / successful salesperson. Once this affirmation sinks in your mind as a new belief your reality will start to match it by creating circumstances according to your new belief.
Notes on affirmations
A few basic guidelines for using affirmations are found below. 1. Phrase your affirmation in a positive way. Focus on what you do want, not on what you do not want. For example, I have easy sales, and not I do not attract difficult sales. 2. Phrase your affirmation in a personal way. Your affirmations are about your life, not about your competitors, your boss or your colleagues. Remember that wherever you put your focus, this is what you attract. So better say, I now attract clients for my great fruit stand! instead of All fruit stands in the town go bankrupt. 3. Phrase your affirmation in such a way that it gives you a good feeling. A dull affirmation is less likely to evoke a positive emotional response. So you may choose words that help you feel great about yourself or your sales. For example, I enjoy fantastic sales! Follow your heart when creating an affirmation. 4. Say or write your affirmation with feeling! Feelings are like fuel to your affirmations, so use them. Really allow the affirmation to change the way you feel. A nice side effect of stating affirmations with feelings is that you will feel better after saying them. And a very nice side effect is that what you feel is what you will be attracting! 5. Say or write your affirmation: whatever feels good to you. Anything that you say or write has a vibration. Writing words carry particularly
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strong vibrations to a physical word. Even just writing great sales will have an effect on you, as vibrations of these words will start to attract corresponding reality to you. You might like to say your affirmations, and also sometime during the day, to write them. 6. A great time for affirmations is either upon awakening or just before falling asleep when the subconscious mind is most receptive. 7. The best time for affirmations is to say them all the time. While it may not be practical for some people, the best results I have heard from using affirmations were from the people who repeated their affirmation hundreds times a day. We often have times when there is nothing specific to do, like waiting for a customer, going to the supermarket and standing in line, or flying to your next big presentation. Those are great times to fill your mind with a positive message and keep your focus on what you want. In fact, by constantly filling your mind with a positive affirmation you wont dwell at the same time on any negative thought. 8. Continue with the same affirmation at least 21 days. Stay with the affirmation longer if you want, but allow it to build its energy and get the message across by sticking with it for at least three weeks. 9. Enjoy your affirmations! Hey, if you do anything, better make it fun. Then it will work better for you and you will be carrying a high-energy vibration and experience less resistance of a must thing to do.
Another method for new beliefs

If you do not like using affirmations then here is another fantastic way of releasing old and implanting new beliefs. Imagine putting your hand into your brain and taking out a belief that you want to release. Then imagine putting in a new belief directly into your brain. Sounds like magic? Probably it is, and you can use it!
Summary
1. When releasing feelings, you may experience a nice side-effect: related limiting beliefs are removed as well. Another option is to work directly on removing limiting beliefs and watch the corresponding feelings disappear.
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Some people prefer to work with beliefs, while others are more inclined to focus on working with feelings. There are also those who like to work at the same time on both beliefs and feelings. I suggest doing whatever feels right for you. 2. Create a list of your limiting beliefs. One way to uncover your beliefs is by writing down, Selling is ___ and then letting your mind complete the sentence. Do the same for Customers are ___, Money is ___ and so on. 3. Use any of the Uncovering beliefs exercises to find out your hidden limiting beliefs. 4. Releasing limiting beliefs is like tending your garden. In order to have beautiful flowers blossom, you must first pull out the weeds. In your sales reality the weeds are your limiting beliefs. You can take any technique used for releasing feelings as described in the previous chapter, and use it to release limiting beliefs. Simply substitute a feeling with a belief that you want to release. 5. Releasing limiting beliefs makes room for new unlimited ones. To make the garden of your mind even more beautiful and abundant you may consider planting new empowering beliefs. This can be easily done using affirmations.
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11. Feeling good about yourself

Success comes from everywhere
I have a good friend, Tony, who is a fantastic massage therapist. He left his hometown and all his established clientele and moved to a big city where I happen to live. When I met him he was almost struggling financially and did not yet have many customers. For couple of years nothing spectacular happened with regards to his work. I spoke to Tony once in a while and was updated how things were going for him. Then suddenly one day, big success arrived. And it came from everywhere. First one clinic invited him to work for couple of days a week. Then another one. Then a big hospital asked him to work for them. Then an alternative health center asked him if he could give them some of his time slots. It all happened so quickly. Within a short time Tony got very busy with customers and is now very happy about the whole situation. I asked him what he thought was the main reason that attributed to his success. He explained that initially when he moved to this big city he lived alone. He rented a small apartment, which he did not quite like. Then one day he met a very nice woman, and after some time they moved in together to a brighter and more spacious place. They were mutually supportive and always encouraged each other to stay positive and optimistic. The result, as Tony said in his own words, was that I started to feel much better about myself. The Universe did not wait to reflect his beliefs and feelings about himself. He was getting love and great offers from everywhere.
What happens when you accept yourself

There is nothing like feeling good about yourself. Some people may think it is not spiritual, but I believe it is important to like yourself if we are to like other people. We cant feel good about anyone unless we first appreciate ourselves. Likewise, we see good qualities in others to the extent that we have them in ourselves.
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"Love yourself first and everything else falls into line. You really have to love yourself to get anything done in this world." - Lucille Ball Feeling good about ourselves is accepting ourselves as we are, with our perceived limitations and peculiarities. When you accept yourself, something magical happens: people around you will also start to feel more accepted by you. You will discover they start telling you about their deepest issues, or entrust you with their secrets. You will have a better connection with your customers, and sales will be flowing more naturally. People who accept themselves as they are, are often very charismatic and natural sales people. They project good vibes and customers feel attracted to these people. If you feel good about yourself it is more likely that you will feel good about your product or service and your customers. Also the opposite is true. If you do not feel good about what you sell, check if it is a reflection of how you feel about yourself. Another benefit of accepting yourself is that it will help you maintain feeling good. This in turn will keep you on a high frequency, more connected to your soul and your wonderful essence, thus making everything in your life flow easier, including natural sales. Many times it will not even feel like sales, since you will naturally be doing great things for others and enjoying the process.
Practical steps to accepting yourself

So how do you accept yourself? First of all by eliminating all judgments, negative thoughts and feelings about yourself, your sales and anything related to that. It is frequently not the fact itself, but our negative evaluation of the fact that determines if we accept our behavior and ourselves or not.
Using EFT to eradicate judgments

EFT comes in handy here. Any time you catch yourself in a moment of putting yourself down, judging yourself or your sales, you can right away perform EFT on your non-acceptance. For example, if you get angry with yourself for not doing something right, this is your judgment. If you become furious at losing a client, this is also your judgment. In these cases you can perform EFT on that anger or judgment.
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While rubbing a Sore Spot say three times, "Even though I do not accept myself for losing the sale, I deeply and completely accept myself, and then tap while repeating, not accepting myself for losing the sale on each point. Or you could say, Even though I am angry for losing the sale, I deeply and completely accept myself, and then tap while repeating, angry at losing the sale. Judging yourself for a lost sale not only puts you in a negative state, but also makes you focus on failure, attracting more of it. You do not need this kind of energy. So I suggest that every time you notice that you are judging yourself or your sales related behavior, stop and release on that. If you lose a sale or do not make as many calls as you think you should, or if you have disappointed your customer and then chastise yourself and feel bad about it, then you are not accepting yourself. Besides the problem itself, you are also being harsh on yourself for having this problem. So if you do not accept your lack of customers, or you do not think youre receiving enough commissions, or being too __ whatever, then perform EFT on that part of you that you do not accept. In the example above, not only do you experience lack of customers, but it is compounded with your self-judging about lack of customers. And it is this negative evaluation of yourself that we want to release. Once you get rid of this judgment, you may immediately feel good about yourself, despite whatever lack of customers you might experience at that moment of time. A nice thing takes place when we let go of these judgments about ourselves. We stop focusing on the negative. We stop being our own obstacles.
Using affirmations to accept yourself

Another great thing you can do to feel good about yourself is to start with loving affirmations about yourself. Choose whatever feels right to you, for example, I love myself deeply, I accept myself completely, I feel good about myself, or I accept myself as I am. First it might seem like you are not really saying what you believe since initially you do not deeply believe it. But the more you repeat the affirmations, the more these vibrations of self-acceptance and feeling good about yourself will sink into
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your subconscious mind, until one day you realize that you do not need to say these affirmations any longer, since these new beliefs have already become part of you.
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12. Selling with angels

Selling from the heart
Just like many other things in life selling is meant to be easy, loving and abundant. When you release your inner blocks and act from your heart, you naturally carry loving and joyous energy into your sales. And this energy will come back to you multiplied. Sometimes I ask sales people if they would still sell their product or service if they suddenly won the lottery. Those that answer yes are often those that have made selling part of their larger vision. It is no more just for survival or to get rich. Some of these people sell because they believe their products or services make the world a better place. Others may sell because it adds passion, joy or wonderful experiences to their lives. Often what these people have in common is that they follow their bliss. For them selling is not work anymore, it is something bigger. Do you realize what energy these people are carrying to their sales when they go out to sell?
The real reason youre selling

Selling for spiritual growth
Selling can be a most wonderful and spiritual experience, if we look at it as more than just about making money (even though money is a fantastic energy!) I believe that whenever you sell anything, you receive more from selling than just sales. And for our souls, it is probably never about sales. It is rather about the spiritual growth that takes place in the process of selling. Spiritual growth means different things for different people depending on the purpose their soul has chosen for their life experiences. The purpose can be anything: to give service to humanity, to express love and spread light, to learn to give and receive, to learn to love and be loved, to learn self-acceptance, to learn to express yourself freely, to learn and practice communication, to understand that we are all one and to know who we really are.
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And what could be better than to choose sales as a setting where any of these lessons can be played out?
Shopping for lifes lessons

I believe that before we are born, we as a soul come to a huge karmic supermarket, to choose the lessons that we want to get out of next lifetime. For example, say we decide to devote our next lifetime to learning about compassion and unconditional love. So our soul grabs a bag of fortune cookies with a label Compassion and Unconditional Love Cookies. These cookies can be special life experiences and activities that help us grow, or specific people that lead us to learn about compassion in the most suitable ways. Can you see how much practice you can have daily with clients? So it is never only about sales. It is also about spiritual experiences and spiritual qualities that you receive as part of selling process. Rest assured that if you have a product to sell, then selling is really part of your spiritual growth. You as a soul have chosen to experience it in this lifetime. But no one said you have to do it all alone or the hard way. There is so much help available.
You are not alone on your sales road

In fact, you are probably never alone on your sales road. I do not mean physically, but still quite literally. We all have spiritual guides, which are souls that have agreed at some time to help us on our journey. It is like a contract we made. These can be souls that have lived physical lives before, or those that never did. One person has one guide, while another enjoys a company of five guides. More is not necessarily better. One person can have one guide and then another guide can replace or join the current one. Guides can be male or female, not in a way we perceive male and female, but rather we often sense them with either dominant male or female energies. Guides have their own purpose or area of expertise so to speak. One guide can help us with our creative abilities, another can work on developing our communication ability, and yet another can help us balance our male and female energies. They work together for our souls growth, and can bring us special experiences or people that are currently in our best interests to meet.
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Guides can act as messengers between a person and the divine. For many of us, if we were to contact the highest energies directly, it may be too much for the energy system to handle, just like plugging 110 Volt appliance into European 220 Volt power socket. Guides help us receive these higher energies without getting burned.
Guides for sales?

Guides can help us on our sales journey. They help us grow spiritually, and it usually has to do with our internal reality. We can therefore ask our guides for help with any internal work that we need to do. This, of course, will have an effect on our ability to attract the sales we want, the right customers or the right products. So anything youd like to do, you can ask your guides for help. For example, you can ask them to help you release limiting beliefs or trapped feelings. Or you can ask them to help you understand how you have created an unwanted situation. Or you can ask your guide to help you see the spiritual value in what you are selling. Just remember there is always help available and guides are here just for that: to guide us.
The exercise: Meeting your guide

So how can you meet your guide? Its probably easier than you thought. Step 1. Relax Find some uninterrupted time and relax your physical body. You can scan your muscles for any tension or count your breaths. Then relax your mind and sit in your heart. Step 2. Now ask for your highest guide. When you call a guide an answer can come in many ways. You may see something in your minds eye. Do not judge what you see. You can hear something or you can just feel some gentle sensations. Possibly the first time you make contact with your guide you may not experience it very distinctly. It may seem like a very subtle phenomenon, which you could easily brush away as a play of the imagination. Next time it will be more distinct. It is like getting used to a dark room after being in the sunlight: it can take time to adjust your senses to the input.
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Ask and ye shall be guided

So whether or not you noticed your guide, rest assured he or she has heard you. When you ask guides, they always respond, sometimes not in the ways you expect. When you ask, they can start helping. So ask for what you want. Ask your guide to help you release a limiting belief or a trapped feeling. Or if you are looking for meaning of why certain things are happening to you now, ask your guides for clarity. They often have a more global view of your sales as part of your spiritual growth. You may then get an insight when you suddenly notice something in front of you or hear an answer in a song played in your car radio. This can be your guides communicating with you. When you have a problem that you want to release, ask for your highest guide and imagine yourself handing him/her the problem. For example, it can be a difficult situation or a limiting belief that you want to release. Trust that they will help you. Their help will always come, but usually not in the ways that you anticipate. Often the guides will bring you a similar situation over and over, until you are comfortable with your new behavior. This is testing, and it allows you to see if there is still anything to release with regards to some old unwanted behavior. For example, if you always feel rejected when a customer says no, ask your guide for help and in the meantime do your part in releasing and changing the thought patterns. You think you are free of this issue, until the next day a client says no and you are devastated. So now you know that there is still more work to do. Then in a few days you realize that you just had three customers say no to you, and it did not even touch you. Congratulations, the rejection issue is no longer there! With time you may find that your communication with your guide has become like a conversation with a good old friend. You can consult with him/her or ask for information you need. When you are not sure about what decision to take, ask your guide. It may seem initially strange when answers come, and you may feel as if you are making it up, but the answers are usually very much to the point.
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When you ask your guides for help, there are still things that you must do. Your part is to allow changes into your life, and be willing to act on the information provided by guides. Guides do not force, they offer, especially when you ask. So ask for anything and please do not forget to thank them for their help. Ask and ye shall be guided.
Asking your guides: an example

Here is a personal example of how guides were helping me with one of my business ventures. When I left the hi-tech industry, I was wondering what to do next. I wanted to have my own business and bring more excitement into my life, so I asked my guides to help me find the right thing. A couple of days later, I stopped by a company where I once worked for five years, and noticed some people excitedly talking about a fantastic face massager. It turned out that one woman in this company received it as a present, and now that her co-workers saw it and tried it, they wanted to get one for themselves. They called every possible shop but no one had it. And then it hit me! This was the product I was looking for! Everyone wants it, its exciting to watch people smile when they try it, and there is a lot of money to be made. I immediately called a good friend of mine, told him about the opportunity and we became business partners that day. And I also thanked my guides for their help. So now we knew what product to sell but we still had to get it from somewhere. I found a few companies overseas that manufactured it and sent my inquiry. Within a couple of days I started to get replies. To my surprise I found that the reseller prices were so high that I would not be able to sell the product, as it would be far too expensive. So now I had another problem. I knew what product I wanted to sell, and I already found the companies that make them, but the price was not right. What should I do now? Again I spoke to my guides and told them that since they helped me so quickly to find the right product, could they now show me where I can get it cheaper? They told me not to worry, and reminded me that I would not have a dream if
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there were no way for it to be manifested. They said I would be shown the way. I thanked my guides and went to see my friend. Half an hour later I was driving on a highway when suddenly the car started to spin out of control until it stopped on the edge of the highway. I was terrified, but miraculously there was nobody driving right behind me. I walked out of the car and realized I had a flat tire. As I inspected it closer, I found a big nail stuck right in the middle of it. Not being the best of auto mechanics, I called the service company and they promised to come within two hours. After several minutes of waiting I thought to myself, Why should I wait for these people to come and replace my tire if I could possibly do it myself? Then within next five minutes I replaced the flat tire with the spare one. I called the service company and told them not to come as I have already taken care of the problem. Soon I was back on the highway and now while driving I was thinking why it happened to me. I knew that things never happen by chance, so why did I attract this small accident or what was it showing to me? And then it hit me again! I could make the product myself! I could become a manufacturer! This way the product would be much cheaper, and I would not have to wait for delivery. I had asked the guides to show me the way and they did. The rest was history. Within a few weeks my partner and I had a small plant, and soon afterwards the product went into sales. And while money was good, sometimes earning more than two thousand dollars a day, the business brought me much more than just money. It brought lots of excitement and the most amazing experiences. And I was also learning to trust my guides. Ask and ye shall be guided.
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13. Putting it all together

The path to your abundant sales can be easy, enjoyable and spiritual. Manifesting a sales vision is a journey that you will love living. You can create any sales reality that you desire. For example, if you have to go out or make calls to prospects, you may want first to release all internal obstacles, such as fears of rejection, to make your sales calls more enjoyable and successful. Or if you are self-employed or have your own business, you can create a reality in which you do not have to chase after customers, instead let them come to you. Remember you can shape your reality any way you want. Just like in a dream where you can fly anywhere, you can make your customers appear at your front door. Choose whatever you like. Your only limitations are those of your beliefs and the scope of your imagination. So here we are, at the end of what could be a beginning to wonderful sales and sales experiences. If all the information seems like too much, just use what resonates with you, and leave the rest for some other day. I would like to suggest here a step-by-step plan of internal actions for getting abundant sales. It basically summarizes what we have discussed. And again, you can do all the steps one after the other, or just choose to focus on what feels good now. 1. Understand that if you sell a product or service, you are helping other people. Your selling is a very spiritual activity. Period. This is an important realization for many people, the one that may automatically change the way you feel about what you sell and your selling. 2. Begin any internal process by first raising your vibration. You can smile, laugh, play a good music or you can sit in your heart. Actually it is great to raise a vibration before doing anything related to sales, be it preparing a product or calling a customer. It gets even more important when you
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deal with internal work such as writing your vision, visualizing or releasing. The higher is your vibration, the more access you will have to higher energies that help you. You are not alone in the Universe, and there is a lot of invisible help available to anyone who is open to this help. Also avoid anything that lowers your vibration. If you participate in complaining, gossiping or backbiting, you may quickly find that your vibration has dropped. Do not listen to whiners, as they also lower vibration. Most news is very negative, so it may be a good idea to cut yourself off from that negative charge by not watching TV or reading too much news. 3. Write down your ideal sales vision. This is like asking the Universe to supply you what you want. Be clear about it. You can imagine that you are writing a letter to your best friend. Include the reasons why you want your dream. You can always change your vision later or upgrade it to bigger numbers. Like having an even bigger smile when celebrating your thousandth client. You can start and end your day by reading your vision. You can also stop during the day and read it. Get excited about it, as it will add emotional energy to your vision and also make you feel great. 4. Visualize your ideal sales vision as if it were already happening. Include your customers into the picture and all the benefits they receive from your products. Think about how great it is to live your sales vision. Live your vision in your mind. Feel it. Your feelings are important, as they are the fuel to the manifestation of your vision. Visualize as often as you want. This is a fun thing to do, not a requirement. Once a day is great, ten short times is fantastic. The point is to enjoy it. 5. Release any trapped feelings. Use the EFT, direct releasing, the bubble technique or any other technique that resonates with you. Take time every day to do some releasing. With some deep-seated issues persistence pays off. For best results, make a list of every bothersome specific experience in your life related to the issue you are working on, and apply releasing to each experience.
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6. Uncover beliefs that limit you or no longer serve you. 7. Release those beliefs. You can also install new ones using affirmations. 8. Keep all these activities for yourself, including your sales vision, visualization and releasing. At a certain stage, you would not care whether or not you told anyone, because your belief in yourself and your abilities to manifest anything will be very strong. Until that moment, though, I suggest to keep your vision and your internal work to yourself. Otherwise if you tell your plans to a skeptical pessimist, you can become infected with his/her limiting beliefs or fears. Somebody trying to protect you from disappointment may tell you about statistical data allegedly proving that it is impossible to do what you plan. Or you can hear about a business failure of your friends friend, who tried to do the same thing and did not succeed. If your beliefs in yourself and what you do are not yet strong enough, you may initially buy into these discouraging statistics. There are three kinds of lies: lies, damned lies and statistics." - Benjamin Disraeli If, on the other hand, you can hear all that junk while staying focused on your vision and confident about your success, then go ahead and tell the whole world. They will only benefit from it. Yet, if you think you might still be negatively influenced by what other people think, then keep your vision to yourself until it manifests. And then you can smile and tell everybody how it happened. 9. If you do all the work and still do not see results ask yourself what might be stopping you from seeing results. If you have any negative feelings such as fear, frustration or impatience about lack of results then first release all these feelings until you are detached from the results. Detachment does not mean that you give up on what you want, rather it is asking the Universe for what you want, and then trusting that it will be handled the best way possible for you. Usually the Universe knows better and has more ways to accomplish it.
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For example, if you visualize hundreds of customers, and yet none appear, you may start to feel anxious about this lack of business. This is the time to release the fears, anxiety and whatever negative emotions you might find relating to lack of customers. These feelings are symptoms of lack of trust. Often the thing you desire appears once you become detached from the results. Since deep inside yourself you know that everything comes to you as a reflection of your internal reality, there is nothing to worry about. You can always change your internal reality. And then the best of external reality will come to you. You may also release those beliefs that cause you to notice only signs that the manifestation is not working. For example, you might be affirming, "I easily make 10,000 dollars a month" and hear an inner skeptics voice saying, Where is the 10,000 dollars? I have been affirming for two weeks now and I do not see anything! In this case you can release the beliefs "I do not see any signs" and "I do not make 10,000 dollars a month. Once you release them, you will start to see signs that you are in fact making progress. It can be small signs like having new thoughts about what you can do to bring more sales, or winning ten dollars in a lottery. How you view your signs will determine your focus: you are either already succeeding, or you are not succeeding at all. And since wherever you place your focus will bring more of the same, watch for signs that you are in fact already succeeding. 10. Act on your intuition. As you learn to listen to your intuition it becomes a very good advisor. At first it may be a quiet voice, and you may not be sure it is your intuition speaking. But the more you trust it, the easier it will be to separate it from noise. Sitting in the Heart can greatly help, and meditation as well, or in fact any technique for stilling the mind even simply sitting in silence. It is all very much like following breadcrumbs. You have an intuitive feeling, act on it and find one crumb. Then from that place you see another crumb. And from there you see yet another one. You are divinely guided. If you had not found the first crumb, you might not have found the second one. Similarly, in life you can listen to your inner voice and follow it as signposts on your journey.
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A couple of words about action would be appropriate here. We live in an action oriented society. Many of us hold beliefs that in order to change anything in our lives we have to take action. To the extent that you believe in it, it will be true for you. Therefore the more you release these limiting beliefs, the less you will need external action to achieve what you want. All you need will be coming to you as a result of your internal actions. And your actions will change as well. They will be coming from your heart and based on your intuitive guidance rather than being triggered by fears or perception of lack. Action can be the sweetest thing when it is effortless, and when it comes from the place of joy and enthusiasm. 11. Start and end your day with gratitude. Gratitude for the sales you had, are having and will have. Gratitude for great customers that you enjoy and who love to buy from you. Gratitude for all the energy you receive for providing your wonderful service and for all the good things you enjoy in your life. Gratitude energy is what you want to carry into your new day. And it is also the energy that you want to take with you into your dreams. 12. Ask your guides for help. It always comes. 13. And finally follow your bliss. Remember that sales can be the most uplifting and joyous spiritual experience. If at any time you are not sure what the best course of action is, ask yourself what action would bring you more joy. Then follow your joy, as this is the way to your soul and sale. We have gone through many tools and techniques, which deal with beliefs and feelings. Do only the exercises that resonate with you. If it is just blessing your competitors, that is fantastic. Or if you feel like spending a week with each exercise, then this is great as well. Just do what feels good to you. Then if you are a lazy person like me there is hope for us. As we release all the limiting beliefs and trapped feelings that stand between us and abundant sales, the selling process will become easier and more fun. And since we are already
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powerful attractors, now that we stick to our sales visions, everything will simply come to us by the Law of Attraction. That is what letting sales happen is all about. It is like going out to eat in a nice caf. You sit down, a waiter comes to you and asks for your order. You think for a second about what you want and then you tell him. And then you smile knowing it is on the way This is the caf of your dreams. Go there as often as you like. And who knows, maybe one day we will bump into each other there and have a spiritual drink to celebrate your success! Enjoy your path and let your fantastic sales happen!

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Letting Sales Happen

The Spiritual Path to Selling

"Be realistic. Plan for a miracle." - Bhagwan Shree Rajneesh

Letting Sales Happen: The Spiritual Path to Selling

Letting Sales Happen: The Spiritual Path to Selling

Letting Sales Happen: The Spiritual Path to Selling

Letting Sales Happen: The Spiritual Path to Selling

Method 2: Release using imagination ............................................................................... 110

Summary .............................................................................................................................. 120

Letting Sales Happen: The Spiritual Path to Selling

Letting Sales Happen: The Spiritual Path to Selling

Letting Sales Happen: The Spiritual Path to Selling

1. My penny finally dropped

Letting Sales Happen: The Spiritual Path to Selling

Letting Sales Happen: The Spiritual Path to Selling

Letting Sales Happen: The Spiritual Path to Selling

Letting Sales Happen: The Spiritual Path to Selling

Letting Sales Happen: The Spiritual Path to Selling

Letting Sales Happen: The Spiritual Path to Selling

Letting Sales Happen: The Spiritual Path to Selling

3. You create your sales reality

Letting Sales Happen: The Spiritual Path to Selling

Quantum physics experiment

Setting sales expectations

Letting Sales Happen: The Spiritual Path to Selling

Why we expect the things we expect?

Beliefs become facts

Letting Sales Happen: The Spiritual Path to Selling

From beliefs to spirituality

Letting Sales Happen: The Spiritual Path to Selling

Choose your reality

Letting Sales Happen: The Spiritual Path to Selling

The forces behind creation

Letting Sales Happen: The Spiritual Path to Selling

Defining beliefs and feelings

Feelings are everything

Letting Sales Happen: The Spiritual Path to Selling

Letting Sales Happen: The Spiritual Path to Selling

Letting Sales Happen: The Spiritual Path to Selling

Letting Sales Happen: The Spiritual Path to Selling

Feelings translate into vibrations

Letting Sales Happen: The Spiritual Path to Selling

The power of focus

The Exercise: Imagine a perfect sale

You changed your focus

Letting Sales Happen: The Spiritual Path to Selling

Focus and vibrations

You get what you focus on

Letting Sales Happen: The Spiritual Path to Selling

Simple Secret of manifesting anything

Letting Sales Happen: The Spiritual Path to Selling

Letting Sales Happen: The Spiritual Path to Selling

What holds back your sales?

Letting Sales Happen: The Spiritual Path to Selling

The impact of feelings and beliefs

Letting Sales Happen: The Spiritual Path to Selling

Letting Sales Happen: The Spiritual Path to Selling

A sale around every corner

Letting Sales Happen: The Spiritual Path to Selling

The root of all evil or a spiritual energy?

Letting Sales Happen: The Spiritual Path to Selling

The sacred link

A fresh perspective on selling