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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 fellow who tells you no。It does mean not accepting that refusal and bringing every faculty you have to bear on changing that person's mind。 Or you may have to take a hard look at yourself；find the error you made； and resolve then and there to correct it。 Sometimes adverse circumstances are testing devices；providing means by which you may be promoted from a given task to a greater on。
记住，你之所以成为一个独立的人，并且处于一定的处境，乃因为你的心中坚持着某种观念和想法。如果你迟迟不坑运用这些观念思想的话，那就等于给自己带来更多的限制 和挫折。
Remember；you are what you are and where you are because of the dominating thoughts in your mind。 Procrastination in dealing with these thoughts only sentences you to further limitation and frustration。
步骤10
为完成任何有价值的事情，都须付出一定的代价，任何有价值的事情也值得去做。自力更生的代价就是当一个人在运 用信心时，必须时时保持戒慎的态度。
Recognize that anything worth having has a definite price tag。Anything worth having is worth working for。 The price of self…reliance is eternal vigilance in applying your faith。
关上通往恐惧的门之后，你会很快地看到通往信心的大 门，增加和运用信心是一段费时而且需要奉献的历程，你在这 方面的努力是无止尽的，因为你所能运用的力量是无限的，因 努力而获得的回报也是无尽的。
Close the door of fear behind you； and you will quickly see the door of faith open before you。 Increasing and applying your faith are a process that takes time and dedication。You will never be finished with this task because the power you have at your disposal is infinite。 So are rewards。
前言
将明确目标运用于工作
组织智囊团
积极心态（PMA）
机智
正义感
情绪的控制
展现信心的力量
付出一点点
培养个人进取心
培养积极心态
百分之二的成功者
加入百分之二俱乐部
如何培养热枕
强化自律
习惯控制
控制你的注意力
激发团队的合作精神
逆境变成一种祝福
创造力是今日世界不可少的能力
有效的身心刺激物
个人盘点
运用自然力量
迅速回顾
《成功的钥匙》付出一点点 ＇打印本页＇
多付出一点点
Walk Extra Mile
我自己的旅程
My Own Journey
当我还在乔治城大学就读法律系时，就已接受安德鲁·卡内基委托出版一本关于成功哲学的书。除了从卡内基那儿得到一些旅费补助之外，其他一切费用都由我自行负责。
I accepted Andrew Carnegie's mission to organize and publish the principles of success when I was a law student at Georgetown University。Other than reimbursement for some traveling expenses； I got no pensation from Carnegis for me efforts。
我对这份工作的奉献，使自己承受了不少的负担，我必须 赚钱养家，而且许多亲戚都嘲笑我。但尽管有这些阻力，我还 是为这项任务工作了20年，在此期间我拜访过知名企业的总 裁、发明家、创始人以及著名的慈善家，由于这些人通常都不 知道他们的成功原则（因为他们只是去做而已），所以我必须 花许多时间来观察他们，并确定我原先假设能发挥功效的力 量，是否真的在发挥功效。除了赚取生活费之外，我还必须为 这些人工作。
My dedication to my task placed strains on my life。 I had a family to support；and many of my relatives ridiculed me for my goal。 In spite of this opposition ； I worked for twenty years；interviewing presidents； inventors； founders of great panies； and famous philanthropists。 Because these people were often unaware of the principles they employed…they just did it…it tool a great deal of time for me to observe them and determine whether the forces I supposed for myself； I had a job to do for others。
处在亲戚们的嘲笑和辛苦工作之间，有时真的很难保持 积极心态和不屈不挠的精神。有时当个人待在无聊的旅馆房 间里时，甚至会觉得我家人的想法才是正确的。支持我向前 迈进的力量，使我确信，我不但能完成这本著作，而且当我完 成它时会为自己的成功感到骄傲。
Believe me ； there were times when； between the needling of my relatives and the hardships I endured； it was not easy of maintain a positive mental attitude and persevere。 Sometimes； in barren hotel rooms； I almost believed my family was right。 The thing that kept me going was my conviction that one day I would not only successfully plete my work but also be proud of myself when it was finished。
有时候，当心中出现希望的火苗时，我必须运用我手边所 能运用的资源把它再煽大一点以免熄灭。而使我坚持信念和 理想，并且帮助我度过难关的就是我从无穷智慧所获得的信。
Sometimes；when the flames of hope dwindled to a flicker； I had to fan them with everything I possessed to keep them from going out。It was my faith in Infinite Intelligence that that tided me over these rough spots and saw me through。
20年来不断地多付出，并且忍受工作的艰辛，这需要付出多大代价？答案当然是肯定的。
Did it pay to go the extra mile for twenty years and endure all those hardships？The answer it obvious。
付出超过所得带来的益处
The Benefits of Doing More than You Are Paid For
由于想要向前迈进必须付出辛苦的代价，所以，此一过程有助于你察觉它所带来的各种好处。
Since going the extra mile can involve hardship；it will help you to be conscious of all the different benefits it will bring。
报酬增加律
The Law of Increasing Returns
你所付出的额外服务会为你带来更多的回报。想想看种植小麦的农夫吧！如果种植一株小麦只能收成一粒麦子，那 根本就是在浪费时间。但实际上从一株小麦上可收成许许多多的麦子。尽管有些小麦不会发芽，但无论农夫面临什么样 的困难，他的收成必定多出他所种植的好几倍。
The quantity and quality of the extra service you render will e back to you greatly multiplied。 Consider the farmer who plants a crop of wheat。 If he harvested only one grain of wheat for each grain he planted；he'd be wasting his time。 Instead every successful grain produces a stalk and a sheaf containing many more grains。 Of course；a few don't sprout； but whatever problems a farmer may face； getting back many times more wheat grains then he or she planted isn't one of them。
这种情形同样也适用于你所提供的各种服务方面，如果 你付出价值100元的服务，则你不但能回收这100元，而且可 能会回收好几倍。而到底能回收多少，就必须看你是否抱持 着正确的心态而定了。 如果你是以心不甘情不愿的心态提供服务，那你可能得 不到任何回报，如果你只是从为自己谋取利益的角度提供服 务时则可能连你希望得到的利益也得不到。
And so it is with everything you do in the service you render。 If you render service worth a hundred dollars； chances are you will get back not only that one hundred dollar but perhaps ten times that…provided you have done so with the right mental attitude。If you render extra service unwillingly or resentfully；you will probably get nothing back。 It's as if the farmer had sown his wheat on the interstate road instead of the fertile field。 And if you render your service only with a sharp eye out for you own benefit； you will get nothing except perhaps a poke in that eye。
在一个多雨的午后，一位老妇人走进费城一家百货公司， 大多数的柜台人员都不理她，但有一位年轻人却问她是否能 为她做些什么。当她回答说只是在等雨停时，这位年轻人并有推销给她不需要的东西，虽然如此，这位销售人员并没有转身离去，反而拿给她一张椅子。
One rainy afternoon an elderly lady walked into a Philadelphia department store。Most of the clerks ignored her；bet on solicitous young man asked if he could help her。When she replied that she was just waiting for the rain to end；he didn't try to sell her something she didn't try to sell her something she didn't want；and he didn't turn his back。Instead he brought her a chair。
雨停之底这位老妇人向这位年轻人说了声谢谢，并向他 要了一张名片，几个月之后这家店东收到一封信，信中要求派 这位年轻人往苏格兰收取装潢一整座城堡的订单2这封信就 是这位老妇人写的，而她正是美国钢铁大王卡内基的母亲。
When the rain let up；the lady thanked the young man and asked for his card。 A few months passed； and the owner of the store received a letter asking that this young man be sent to Scotland to take orders for furnishing an entire castle！The letter writer was the elderly lady for whom the clerk had provided a chair。She also happened to be Andrew Carnegie's mother。
当这位年轻人打包准备去苏格兰时，他已升格为这家百 货公司的合伙人了。这个例子是报酬增加律的最佳写照，而报酬增加原因，就在于他比别人付出更多的关心和礼貌。
By the time the young clerk had his bags packed for Scotland；he was a prater in that department store。This was the result of the Law of Increasing Returns； all because he had shown a little concern and courtesy when no one else would。
补偿律
The Law of pensation
补偿律可确保当你付出之后，会得到某种相同种类的回 报，为了得到这种回报，你必须尽力提供你能提供的服务（当 然必须具备最佳心态），并且必须不要求得到立即的回报，而 且即使得不到立即回报，你也应该尽力提供服务。
The Law of pensation ensures that everything you do will bring you some sort of result of the same kind。To benefit form this；you must always render the most service you are capable of；with the best attitude；and you must do so regardless of your immediate pensation；even if it appears you will receive no immediate pensation。
此一法则所着重的，并非一些意料之外的回报（例如让位 给老年人所得到的回报），而是诚恳和热心的付出。只有不诚 恳，而且懒惰的人才想以较少的代价（甚至最好不要付出任何 代价）获得较大利益。如果你想要以抬高价钱，或偷工减料的 方式获利的话，必将尝到恶果。
The issue here is not some unlooked…for benefit；such as might e from offering a chair to a senior citizen。It is a matter of honesty and earnest effort。Dishonest；lazy people look to get something for less than is required…or even nothing。If you decide to boost your profits by raising your rates and providing less service；it's going to catch up with you。
美国AT&T电话公司花了极大的功夫才学到这门课程。它的费率愈来愈高，但却没有为客户提供更佳的服务，结果大 量客户不再选择它的长途电话服务，而转向其他公司。虽然 AT&T很快地察觉到错误，并削减费率以及开始改善服务品质，但是它还是得面对流失掉原有客户市场。经过这次教训 之后，AT&T学会了什么叫做补偿率。
AT&T learned this lesson the hard way。Its rates continued advantages。Along came deregulation。 MCI；and Sprint；and bang！Customers began switching their long…distance service by the hundreds of thousands。AT&T saw its error quickly；though；cut its rates；and began offering innovative packages。It still faces heavy petition；but it now knows quite a bit about the Law of pensation。
我们来看看另一个具有对比性的例子——活动房屋的建造人柯灵顿。当安德尔在佛罗里达州进行销售冲刺时，柯灵 顿的公司——柯灵顿房屋公司——正在快速成长之中，虽然 市场对新活动房屋的需求量非常大，但他并没有像一般生意 人一样趁机哄抬价格。相反的，柯员顿公司仍然维持他的售 价，但却大幅度提高他的产量。补偿律在这个例�