Thousands of salespeople are pounding the pavements today, tired, discouraged and underpaid. Why? Because they are always thinking only of what they want. They don't realize that neither you nor I want to buy anything. If we did, we would go out and buy it. But both of us are eternally interested in solving our problems. And if salespeople can show us how their services or merchandise will help us solve our problems, they won't need to sell us. We'll buy. And customers like to feel that they are buying - not being sold.

Listen first. Give your opponents a chance to talk. Let them finish. Do not resist, defend or debate. This only raises barriers. Try to build bridges of understanding.

Self-expression is the dominant necessity of human nature.

Put a 'stop-loss' order on your worries. Decide just how much anxiety a thing may be worth- and refuse to give it any more.

It is the way we react to circumstances that determines our feelings.

If you have worries, there is no better way to eliminate them than by walking them off. Just take them out for a walk. They may take wings and fly away!

By all means take thought for the tomorrow, yes, careful thought and planning and preparation. But have no anxiety.