Controlling Desired Results

Expectation is a powerful force. This concept is described by Napoleon Hill in his book Think and Grow Rich "Whatever the mind of man can conceived and believe, it can achieve."
Believe is the key word in this equation. You have to believe your proposition before anyone else will. And I am convinced that when you belief reaches 100%, you are guaranteed acceptance by the other
person-the customer, client, whomever.
Persuasion involves transferring your feeling onto the other person. If you "secretly" feel.

• I'm very good at persuading others.
• He's to smart to fall for this.
• He'll never go for this
• He's a much better, much more experienced negotiator
• I wish this problem didn't exist with this deal
• I hope he hasn't gotten a quote from XYZ, because I can't beat their prices

then you'll "transmit" those feelings to the other person, and they could affect the response. He may become uncomfortable, hesitant, insecure, and reluctant to proceed, maybe without consciously knowing why saying, "It's just a feeling."

On the other hand, when you feel

• The proposition is at least as good for other party as it is for you
• The other person would be smart to say yes and stupid to say no
• You have something to offer that is better than anything available from any other source.
• You are as good at communicating all of that as anyone could possibly be, you transfer those feelings, too.

Many professional salespeople with tremendous ability, extensive knowledge of their products, good selling skills, comprehensive training and education, and excellent opportunities repeatedly fail miserably. Why? Just one ingredient is missing in their situation: conviction-the belief in themselves and their proposition.

Here is the important secret, "When your Belief reaches 100%, you are GUARANTEED ACCEPTANCE by the other people."