Once you realize you are, in fact, a capable salesperson, you have weakened that old belief and begun to replace it with a new, 12)empowering one. Look for references to support the new beliefs you want to cultivate. As in the example of the stool, you want to reinforce your beliefs by adding more and more “legs” to them. Find people who have accomplished what you want to accomplish, discover what they did and model their behavior. Remember back to times in your past when you were successful and use that experience to13)propel yourself forward. If your challenge is in sales, read sales books and listen to tapes or attend sales14)seminars. This is a critical area of your business, one that cannot be undermined by limiting beliefs.
一旦你意识到自己其实是个能干的推销员，你就已经削弱了那种陈旧的观念，而开始以一种崭新且使你充满力量的观念取而代之。查找相关的资料来支撑你想培养的新观念。就像那凳子的比喻，你想加强你的新观念，那你就给它添加更多的“腿”。寻找那些已经达成你心中目标的人，发掘他们过去的做法，并且模仿他们的行为。回想那些你曾经获得成功的时光，并以那些经历来鼓舞自己前进。如果你的难题在于销售，就阅读有关推销的书籍，听听有关销售的磁带资料，或是参加一些推销研讨会。这是你事业的关键领域，是不能被那些局限的观念所破坏的。
There is a technique called “fake it until you make it” that works well. I am not suggesting you live in denial, just that you begin to see yourself succeeding. Visualize your successes. See yourself vividly in your mind's eye making the sale and reaching your goals. Affirm, over and over, that you are succeeding.
有一种叫作“先假装，后实现”的技巧，效果很好。我并不是在建议你自欺欺人地生活，只是想让你从一开始就假想自己在迈向成功，想象自己的成功。在头脑里逼真地想象自己在推销，达成目标。一次次地确认自己正迈向成功。
Write your affirmations daily. Of course, make sure that you take the appropriate actions. As it says in the Bible, “Faith without works is dead.”
每天自我肯定一番。当然，得确保自己采取了恰当的行动。正如《圣经》里所说的：“没有付诸实践的信念是死的。”
Remember that your subconscious mind does not know the difference between real and imaginary. Before you go on a sales call, take a moment and mentally rehearse the scene, just like actors and athletes do. Tell yourself, “I'm a great salesperson.” Do this over and over, especially just before a sales call. See the sale being made. See and feel the success. You will be pleasantly amazed at the result. Don't take my word for it. Give it a try. You have nothing to lose and everything to gain.
记住，你的潜意识并不清楚真实和幻想之间的差别。在你要打一通推销电话前，花一点时间在脑海里预演一下那情景，就像演员和运动员所做的那般。告诉你自己：“我是个伟大的推销员。”反复地这样做，特别是在打一通推销电话前的片刻。幻想在进行推销，幻想成功，感受成功。你将会为其结果感到惊讶和欣喜。别光听我说，你去试试。你不会有任何损失，却会收获一切。
It has been said throughout history that whatever you believe with conviction, you can achieve. Don't be like the poor elephant and go through your life stuck because of a limiting belief you were given or developed years ago. Take charge of your life and live it to the fullest. You deserve the best!
从古至今，人们一直都在说，只要你深信不疑，就能达成所愿。别像那只可怜的大象，一辈子受困于一种多年前别人给予你的狭隘观念，又或是多年前养成的桎梏信念。掌控你的人生，充分地把握每分每秒。你值得拥有最棒的人生！
