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“ There is nothing either good or bad except that thinking makes it so .” - William Shakespeare

DURING the past few years, many a times I have seen top-notch sales people perform great feats in terms of sales and other parameters. Usually, the typical scene would be like this. The manager in charge of the super-seller and the rest of the team, would be tremendously excited, wanting to get the maximum mileage from his star performer’s achievement. He would want to drive home a particular point regarding the star sales person. The star, very ordinary in looks and demeanor, had nevertheless, earned for himself, in the last year, five times as much as the average of the remaining sales people.

The sales manager challenged the sales people in the following manner.

“I want you to take a good look at Deepak, and ask yourselves “ What is it that Deepak possesses and you lack. Deepak has earned five times more than the average, but is Deepak five times smarter than you ? No, not according to our personnel tests, which I’ve checked. They show he is about average in that department.

And did Deepak work five times harder than you ? Indeed, he took more time than most of you.

Has Deepak a better territory ? Again, the answer is No. The accounts averaged about the same. Did Deepak have more education ? Better health? No, Deepak is about as average as any average man could be – except for one thing.

The difference between Deepak and the rest of you, is that Deepak THOUGHT five times BIGGER.”

The sales manager then proceeded to show that success is determined not so much by the size of one’s brain as by the size of one’s thinking.

This is really a mind – boggling and certainly, a provocative thought. The more I interacted with successful people, the clearer became the reason why they are successful. Case history after case history proved that the size of one’s bank account, the size of one’s personal happiness account, and the size of one’s general satisfaction account, is determined by the size of one’s thinking. There is magic in THINKING BIG.

“If THINKING BIG accomplishes so much, why doesn’t every one think that way?’’ That is a question I have been asked many times. Here, I believe is the answer. All of us, more than we recognise, are products of the thinking around us. And much of this thinking is little, not big. All around us is an environment that is trying to drag us down to mediocrity. You are told almost daily that there is plenty of room for the worker, but little chance to make the boss grade. So, why strive for openings that are not there ?

This petty environment says other things, too. It tells you “ your destiny is outside your control,” that “Fate’’ is in complete charge. So forget those dreams, forget that fine house, forget that special education you planned for the children, forget the better life. Be resigned. Lie down and wait for what comes to you.”

And who hasn’t heard the statement that “Success is never worth the price you have to pay for it”, as if you had to sacrifice everything – your soul, your family life, your conscience, your values – to reach the top. In truth, success demands no price at all , every step forward pays a dividend.

Nor is it true that there is too little room at the top, that the competition for good jobs is too high. A personnel selection officer told me that he receives anything from fifty to two –hundred and fifty times as many applications for the mediocre jobs in a year than for the jobs that carry really attractive salaries. There are always countless vacancies waiting for those people like you who dare to think big.

The basic principles and concepts supporting the theory of thinking big come from the highest pedigree sources, the very finest and biggest thinking minds yet to live on this earth.

Minds such as Emerson who said : “Great men are those who see that thoughts rule the world.”

Minds like Milton, who in ‘ Paradise Lost,’ said : “The mind is it’s own place and it itself can make a heaven of hell or a hell of heaven.”

Minds like the prophet David who wrote, “As one thinketh in his heart, so is he”.

But from where does the proof come ? How do we know the master thinkers were right ? Fair questions. The proof comes from the lives of the select ‘people around us who, through winning success, achievement and happiness, prove that thinking big does work magic.

The simple steps we have set down here are not untested theories. They are not one man’s guesses and opinions. They are proven approaches to life’s situations, and they are universally applicable steps that work and work like magic.

That you are reading this article proves that you are interested in larger success. You want to fulfil your desires. You want to enjoy a good standard of living. You want this life to deliver to you all the good things you and your family deserves. Being interested in success is a wonderful quality.

You have another admirable quality. The fact that you are holding this newspaper in your hands shows that you have the intelligence to look for the means that will help take you where you want to go. In building anything – motor cars, bridges rockets – we need tools. Many people in their attempt to build a successful life forget that there are tools to help them. You have not forgotten. You have then, the two basic qualities needed to realise real profit from this article:

• a desire for greater success, and
• the intelligence to select the means, the tool, to help you realise that desire.

Think Big, and you’ll live big. You’ll live big in happiness. You’ll be big in accomplishment. Big in income. Big in friends. Big in respect.

Contributed by Sarosh K. Dastoor

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