“Most sales are made because of how the salesman, not the prospect, thinks and acts.

W. Clement Stone (founder of Success magazine).

SSS – pg. xiii

… your subconscious helps create your reality … you have no choice in whether to use it or not … it cannot
reject whatever is programmed into it. As your obedient servant, your subconscious works day and night to
obtain both your consciously and your subconsciously created … goals.

Your subconscious is the key to getting what you want in life, so it is important that you take charge of its
programming. The exciting news is that you do have a choice in what you create with this wonderful genie in
the bottle.

SSS – pg.3

The Subconscious Mind

“The goals that it seeks to achieve are the mental images you have created in your imagination. Anything you
do or get is first created within your mind.”

Maxwell Maltz (author of Psycho-Cybernetics)

Your subconscious never sleeps and cannot be idle. It is actively engaged at all times in seeking to achieve
goals you have created in your imagination. If there is something you really want, your subconscious has no
choice but to get it for you.

Along with creating positive conditions, your subconscious can just as easily create negative ones. If you
worry about a problem, and dream all kinds of dire consequences, your subconscious has no choice but to
create them.

SSS – pg.5

Your Subconscious is your Obedient Servant.

o Your subconscious steers you in the right direction to achieve your goals. It helps you be in the right
place at the right time, saying and doing the right things.
o It works night and day to find solutions to your problems.
o It provides new ideas and inspirations for you.
Principles of Your Subconscious

1. Your Subconscious needs precise goals.

… you need to make clear-cut decisions about precise amounts and specific characteristics.

2. Your Subconscious takes you Literally.

… and works to give you exactly what you say [ask].

3. Your Subconscious needs Upgraded Goals on a Regular Basis.

Your subconscious doesn’t upgrade your goals on its own. You must do this yourself. By keeping
written records of stated goals, dates for their achievement, and your income, you can upgrade your
goals when you find you are achieving them faster than you anticipated. This will protect you from
having a great run of sales in a short period and no sales after that.
Hint: Also keep (monthly) record of achievements and make the necessary adjustment in goals.

4. Once an idea is accepted by your Subconscious, you will continue to have that result in your life.
… over and over until you tell [your subconscious] to stop.

5. When an idea is Dissolved from your Subconscious, you no longer have that result in your life.
Freedom [from a negative belief] comes from dissolving the idea from your subconscious by
repeatedly affirming [for example], “My closing average is no longer 1/7, it is now 1/2.” Through
repetition, your subconscious accepts this new idea, then finds ways for you to improve your closing
average.

6. Your Subconscious Acts on your most Dominant Thought.

It has a perfect memory of everything you have ever experienced, right down to the smallest details,
and remembers all the decisions you have ever made … Your most dominant thought [is] the one
with the most power and conviction.

7. Your Subconscious needs Repetition.

… [an] old suggestion, “I’m afraid …” is firmly planted in your subconsciously and it will come
bouncing back. You must dissolve the old suggestion and repeat the new one, “I’m great at …” until
the new one becomes firmly planted in your subconscious.

8. Time means Nothing to your Subconscious.

It has no sense of past, present or future. Everything is now. You can’t force your subconscious into
action by pushing and struggling. Instead, you allow it to produce results. There is no set amount of
time needed. The amount of time is determined by what you truly believe is possible and how
intensely you desire the result.
 9. What you Believe determines what you See in your Imagination.
Your subconscious takes you literally and produces results based on your beliefs. If you have a
problem and think there is a solution, but believe on a feeling level that there is no way to solve it,
you will keep the problem. To believe means to have confidence in, to trust, or to come to expect. In
this case, your belief is stronger than your thought, which results in an image being created in your
brain of not solving the problem. As you look at this internal picture over and over, you feel more
upset about it. This programs your subconscious to intensify the problem!

10. What you See is what you Get.

For your subconscious to achieve your goal, it must get the picture of what you want. You must also
see yourself as being successful before you actually reach your goal.

11. Previous experiences are repeated.

When your subconscious is given a task to accomplish, it searches through past experiences to find
similar ones and repeats them … For every successful action you have ever performed in the past, you
have a tattooing effect on your brain.
As you continue [to achieve], the tattooing effect (pathways) become/s stronger. Interestingly
enough, it doesn’t make a difference whether you actually [achieve], or just imagine yourself
[achieving]. Your mind can’t tell the difference between what you really do and what you picture in
your mind. You can produce the tattooing effect on your brain through picturing [achievements] in
your imagination, just as you can through actually [achieving].

12. Incubation Time is Needed for problem-solving and goal achievement.

… many people find the answers to problems and new inventions in hunches and dreams. During the
incubation time, your right brain is working diligently on your problem, just as your left brain has
been doing … Relaxation is a key factor here. Stop worrying and trying to ‘figure it out.’ Do
something that is relaxing to you. Be in a state of calm expectancy. Give your brain permission to
interrupt you when it has completed the task and has an answer for you. Then while you’re doing
something that doesn’t require too much active concentration, the answer will suddenly pop up into
your awareness.

13. Your Subconscious needs Feeling Energy.

Along with repetition, it is crucial that you generate strong feelings about your goal. These can be
feelings of excitement, joy, relief, desire, pride, determination, etc. the more intensely you
experience your feelings about your goal, the easier it is for your subconscious to produce the result.

All the above principles must be understood and applied to enjoy the full benefits from your powerful
subconscious.

SSS – pg.16