Many of us dream of a fantasy world without problems. In reality, we all will meet obstacles and suffer setbacks or misfortunes. Realize that security is an illusion. No matter how well we plan and prepare for the future, problems will sometimes wear us down, drain vitality and enthusiasm, and make our goals seem out of reach. Discouragement is like quicksand; we must pull ourselves out quickly or sink ever deeper. To keep discouragement at bay, recall past successes. Record in a notebook every time you've overcome a hardship. Write down every successful incident you can remember from childhood to the present, and read this list as often as you can.

That in order to be good at selling, you have to first fall in love with what you do. "You don't sell your product, because every product in the world has some validity, and there is another product out there that will satisfy the customer's need just as well." What quality do successful salespeople have that others don't? According to Dyer, the answer is serenity. They work for the customer's quota, not the quota their companies set. They're always asking, "How can I serve you?" Whether making a presentation, following up with customers, prospecting, networking, or closing, the difference between your average performer and your top performer will always be enthusiasm.

"The true value of a human being can be found in the degree to which he has attained liberation from the self."

You know that what you say to prospects can make or break your presentation, but what you say to yourself can be just as important. Self-talk affects your attitude, and your attitude affects sales performance. Are you aware of any tendencies to engage in negative self-talk, either to yourself or to others? Increase your awareness so that you stop talking down to yourself. Make a commitment to start sending yourself more positive and constructive messages.

Anatole France once commented, "We do not know what to do with this short life, yet we yearn for another that will be eternal." When we solve problems, we feel satisfied. By solving problems, we develop into who we are. That is why it is so important to develop good habits when it comes to our choices. Once we accept responsibility for our own accomplishments and growth by choosing wise paths for ourselves, our options become more abundant and clear. Remember: whenever you make choices, you are also creating yourself.

Certain people seem to have a gift for rising above setbacks. They appear to glide from one stage of life to another, gathering steam and accolades as they go. But what do these people have in common? The secret is the way they look at failure. What some people think of as failure, these folks see as a natural part of a process. Setbacks are part of our evolution. Start thinking of so-called mistakes as a chance to reinvent yourself and move forward with curiosity and adventure.

Stop whatever you're doing and delight in being alive! Sense the physical processes inside you, the good in people around you, and the beauty of the world you live in. Keep everything in context; smile and laugh (especially at yourself). Accept and embrace change. No matter what you want, whatever happens is going to happen. Be fit for success. Exercise and take care of yourself. Speed up your body action by moving to music, stretching, or jogging. Movement helps eliminate pent-up stress by aiding the removal of stress-produced chemicals that make you feel bad.

Here are some strategic self-evaluation questions to which successful people always know the answers: 1) What is life's purpose for you? 2) What do you want out of life? 3) What makes you happy? 4) Can you overcome the competition? 5) How can you prepare yourself so that your goals prevail? If you answer these questions, pretty soon a clear picture of what you really want and are good at will begin to emerge. Then you'll be able to choose where you will go with your life and how you will get there.

Start giving more. One of the best ways to build yourself up is to help others. Giving someone else a helping hand is a sure-fire way to feel needed. Every week or month, schedule some volunteer work at a hospital, nursing home, animal shelter, or anywhere else you might be needed. Spend some time helping a friend or neighbor who is ill or has other serious problems. Giving of yourself to others may help you view yourself in a more positive light and gives the people you're helping a chance to let you know just how valuable you are.