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Associate as possible of the ten basic human motives mentioned on page 18 with your definite major purpose。Give yourself a pelling motive for doing what you want to do。Then renew that motive by bringing it up in your mind as often as possible on a daily basis。
如果你的命令中包括一栋漂亮的房屋，一辆豪华的汽车 和一个高品质衣橱，那就常常想着这些目标吧？你可以模仿 驾着那辆华贵汽车的动作，或想像那栋房子的美丽，别吝惜用你的想像力来强化你的欲望。
If your motives include a fine home；a nice car；and a good wardrobe；visualize those thing around you。Go through the motions of driving that car or wandering about that house。Do not hesitate ho use your imagination to fuel your burning desire。
步骤4
Step 4
写下你的明确目标会为你带来的种种好处，并时时在脑 海中想着这些好处，这可使你借着自我启发的力量创造出成 功意识。而成功意识可在事情进行得不太顺利时，坚定你达 到目标的决心。
Write out a list of all the advantages of your definite major purpose；and call them into your mind as often as you can。This will make you success…conscious by the power of sef…suggestion。It will steady your resolve when things do not appear to be going well。
如果你被一件难以达成的事情困住时，则可以想一想一 旦你得到解脱之后，想要做些什么事，并且对此一期待报以微笑。
If you're caught in an impossible job；you can keep yourself smiling by thinking of what you'll be doing once you're free。
步骤5
Step 5
和那些支持你和你的明确目标的人交往，并接受他们的 鼓励，这些人可能是你的同事、朋友或家人。
Associate with people who are in sympathy with you and major purpose；get their encouragement。 They can be colleagues；friends；or family。
一位房地产经纪人带着沮丧的神情回到家里。当她不顾 心地叹气时，她的丈夫拿出他的“百万富翁俱乐部”证书以及 一张买主的名单问道：“你看看这些是什么？是谁卖掉这些房子的？是谁卖掉 那栋坐落在湖边费时2年还卖不掉的房子？是谁看中那栋梦 想中的房子的？最近的一个售屋案子不是最好的案子吗？”
One realtor I know occasionally es home discouraged；but she has an agreement with her husband that covers circumstance。 The instant she lets go a defeatist sigh；he pulls out her certificate from he Million Dollar Club and a list of previous sales she's made。〃Who name do you see here？ Who sold all those houses？ Who sold that place down by the lake that had been on the market two years？ Who saw what a dream house it could be？ Isn't this latest offering just as good？〃
她听了丈夫的鼓励之后再度打起精神奔向战场，但是她 的丈夫呢？别认为那些鼓励的话不会鼓舞她的丈夫，同样也 别认为他在说完那些鼓励的话之后，在自己的工作方面不会 有所进步，我们每个人都需要别人的鼓励，而鼓励他人的同 时，也会为自己带来同样的好处。
That's all it takes； and she's out the door or on the phone again。 And her husband？ Don't think that he isn't inspired by his wife's determination。 That his own work isn't better after he's seen what a little encouragement can do。 We all need people to give us a boost； and we all benefit from doing the same for others。
步骤6
别在过完一天之后，才发现当天的所作所为，对明确目标 没有一点明显的贡献。虽然房地产经纪人无法每天都卖出一 栋房子，但是他们每天都会带着客户去看房子，会谈论他 （它），回顾潜在客户名单，演练销售方法，想像他们将成为一 个家庭，介绍那么美丽的房子。虽然这些并非实际的销售行 为，但他们都是实际销售行为的一部分。
Don't let a day pass without making at least on definite move toward attaining your major purpose。Keep up day；but you can be sure that she's showing it；that she's talking it up；that she's showing it；that she's talking it up；that she's reviewing her list of clients；that she's walking through it by herself； imagining what a wonderful home it will make for family。 Each of these steps may not be the actual sale；but they're as much as part of it as the actual closing。
步骤7
选择一位富裕、自力更生和成功的人作为“楷模”，并时时 想到你不但要迎头赶上，而且还要超越他。别告诉别人你所 选择的楷模，因为选择楷模的目的不在于进行公开的竞争，而 在于借着比自己强的人，来确立你要走的方向。
Choose a 〃pacesetter。〃 Pick someone prosperous；self…reliant； and successful ；and make up your mind not only to catch up with that person but to pass him or her by。Dont's tell anyone this I your gol。The point is not to win a public contest but to get where you want to go。
步骤8
在你的四周放置书籍、图片、座右铭能强化成就和自力更 生意义的东西，并且随时变更放置位置。这些可使人警惕反 省的东西，能帮助你有机会从不同的角度观看这些东西，并和 其他不同的东西发生联系。
Surround yourself with books；pictures；mottoes；and other suggestive devices。Pick things that symbolize and reinforce achievement and self…reliance。Work constantly to add to your collection； to move things to new places；where you can see them in a different light and in association with different things。
上述那位房地产经纪人，将她的“百万富翁俱乐部”证书 的影本框起来，放在她的书桌上。有一天她清除证书上面的 灰尘，清完灰尘后随手放在一份报纸上。当她准备再去拿证 书时，发现报纸上有篇报道一位最近被雇用的足球教练的新闻。“他总得要有个可以住的地方吧！”她心想。你猜猜看她 把她最近想要卖的一栋房子卖给谁了？
My realtor friend kept a framed copy of her Million Dollar Club certificate over her desk。 One day she took it down to dust and set it on top of a newspaper。 When she picked it up again； she saw beneath it an article about the new football coach who had been hired at the university。 He would need a place to live！Guess who bought that house she'd been struggling to sell？
当你营造出具有建设性的气氛时，可将你所听到和读到 的鼓励字句记在笔记本上，如果你能在路上或开会时快速地 书写数语，则将会为你带来长久的助力。
As you build an atmosphere of support；keep a notebook handy to jot down the things you hear and read that inspire you。When you're on the road or in a meeting。your fast scratchiness can give you lasting support。
步骤9
别因为遇到了反对意见就想要逃避，而应运用你所有的资源就地和反对者战斗。
Never run away from disagreeable circumstances。Fight them；with all your resources；right where you stand and without a moment's delay。
但这并不是说要对那些向你说“不”的人挥动拳头，而是 说不要接受那些反对意见，而要尽一切努力改变反对者的心意，或者你应该反躬自省，看看你有什么做得不对的地方并加 以改进，有的时候逆境反而是一种检验的机会，它可提供使自 己更进步的方法。
This doesn't mean taking a swing at the