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Think and grow rich is a classic motivational book. Written by Napoleon Hill and inspired by Andrew Carnegie, it was published in 1937 at the end of the Great Depression.  It is not a book about sales by any means yet it contains many lessons for developing our thinking for success in sales. It is a classic book about the use of the power the mind in order to achieve personal goals. It is one of the first personal development books I read. The language is a little different to what we use today but the things covered such as visualisation and affirmations are well accepted today.

The text of Think and Grow Rich! was founded on Hill’s earlier work, The Law of Success, the result of more than twenty years of research of individuals who achieved great wealth during their lifetimes.

Napoleon Hill studied the characteristics of these achievers and developed fifteen “laws” intended to be applied by anybody to achieve success. Think and Grow Rich! itself condenses these laws further and provides the reader with 13 principles in the form of a philosophy of personal achievement.

Reflected in these principles is the importance of cultivating a burning desire, faith, autosuggestion and persistence in the attainment of one’s goals. Hill also discusses the importance of overcoming many of the common fears that can adversely affect one’s thinking and potential.

Think and Grow Rich has sold consistently since its first publishing. According to one publisher, the book has now sold more than 30 million copies worldwide. Think and Grow Rich regularly appears on the Business Week Best-Seller List..

Open Think And Grow Rich

By Richard White

There is a coaching model that is very effective for coaching others but can actually be used to coach yourself if you are stuck with a problem and looking for a way forward. It’s called the GROW model and within the corporate environment it is often used to teach managers the basics of coaching.

The GROW model was developed in the UK by Graham Alexander, Alan Fine, and Sir John Whitmore. I was actually trained by Sir John Whitmore in the GROW model back in 1993. He demonstrated by coaching someone to improve their golf swing even though he was not a golf player himself.

It’s actually a problem solving process that helps people think through their problems and come up with their own solutions. This article is about how to use the GROW process to help us think through our own problems.

If you have been trained then why not use it on yourself? It will make you a more effective sales coach if you do.

Each letter of GROW represents a stage in the process.

What is your outcome? What do you want to achieve?

Use the SMART criteria to ensure your goal is Specific, Measurable, Achievable, Realistic, and Time bound.

You need to get to a position where you are very clear of what you want. Write it down and read it back to yourself. Tweak it until it is clear enough that if you were to tell someone else in one sentence they would understand your goal.

If your goal is qualitative – for example, “I want to feel more confident about public speaking” then consider a scale of 0 to 10 – Where do you want to be on a scale of 0 to 10 and how would you know? What evidence will you have that you have achieved it? What would you be doing differently?

If you were on a journey, this would be your destination. The one you program into your Sat Nav system.

What is your current position in relation to your goal?

Articulate it with the same clarity as your goal. If your goal is qualitative with a scale of 1 to 10 then where are you now along that scale.

Goal: By the end on September 2010 I want to be feeling 8 out of 10 in terms of confidence with public speaking so that I am able to stand up and give a presentation in front of the board of directors.

Reality: I am currently feeling 5 out of 10 in terms of confidence with public speaking and racked with nerves even thinking about it!

In terms of a journey, the reality is your current position in relation to your journey. Where are you going? And How far have you got left to travel?

This is about finding your best course of action in achieving your goal and involves considering your options.

Simply ask yourself ‘What are my options?’

You are looking to list as many options as you can, no matter how silly they seem. Do not evaluate them at this stage. Just get them down on paper. I always start with ‘Do nothing’ to get me going.

Keep the ideas coming by asking yourself questions like ‘What else?’

For example, when considering improving your confidence in cold calling your options might include:

  • Join a local public speaking club
  • Go to the library and read books on public speaking
  • Speak to people who have overcome their nerves and get tips from them
  • Get some hypnotherapy
  • Get a public speaking coach
  • Attend a training course
  • Etc etc

In terms of a journey its equivalent to considering all the different ways of getting there on time.

The final part of the grow model drives out the actions. It’s decision time!

Out of all the options listed, which of them are you going to do?

In order to decide on your actions you need to first evaluate the options and begin to eliminate them. In some cases you may end up with more than one action from your list.

In terms of a journey this is about deciding on your specific travel plans to get to your destination. It is your road map.

You may want to build in some milestones or check points along the way to ensure you are on the right path.

If you are looking to improve your sales coaching skills then why not give it a go – you could see your sales begin to GROW very quickly!

This is a recording of an interview between Richard White and Chris Mather, a very successful regional sales manager of a company that sells door to door. The idea was that there is probably lots of insights to be gained from a style of selling where rejection happens on a major scale. We were not disappointed!

There  are some amazing insights to be gained from this recording, not just in relation to rejection but also keeping statistics and self-motivation. It appears that there is more in common with top performers in door-to-door selling and other types of selling than we might imagine!

The sound quality in the first 20 seconds of this recording is a bit crackly. Please bear with it as there is some very important learning and insights to be gained.


What is procrastination costing your sales team? Leads? Clients? Sales? Procrastinating on generating leads, following up or even closing can be a costly habit in sales. So it might be worth finding out what's behind procrastination and what can we do about it.

In this recording Richard White interviews the UKs leading expert in beating procrastination, Nicole Bachmann. Nicole gives us some tips on what we can do to stop procrastination getting in the way of winning business. Although the principles apply to all parts of the sales process, Nicole focuses on cold calling as this is normally a major problem area for sales people.

By Ivor Murray.

Managing stress is all about taking charge: taking charge of your thoughts, your emotions, your schedule, your environment, and the way you deal with problems.
Since everyone has a unique response to stress, there is no “one size fits all” solution to managing it. No single method works for everyone or in every situation, so experiment with different techniques and strategies. Focus on what makes you feel calm and in control. Here are some useful techniques to try.

Just say no!

Always remember that you can say “no”. Many of us take on too much – and loading ourselves with more tasks when we are already stretched can only lead to stress. Accept that there is a limit to what you can do and stick to it.

Give your to-do list a makeover

Take a good look at your “to do” list. Prioritize the tasks that are really important, put the things that aren’t essential at the bottom of the list and see if you can remove any jobs entirely. A long “to do” list – often padded out with unnecessary items – can be stressful to deal with.

Say how you feel

Don’t be afraid to communicate your feelings. If someone is acting in a way that you find irritating, tell them in a calm, dignified and considerate way. If you bottle up your hostility, the situation is unlikely to change and you will end up feeling frustrated and angry.

Give and take

Accept the need for give-and-take. If you relentlessly stick to your ground, you will end up alienating people and find it hard to reach agreement. It’s better to try find a way of compromising so that each side feels that they have achieved something.

Look at how you spend your time

Good time-management is essential. When you’re not in control of how you manage your time, it can quickly lead to feelings of being overwhelmed. Planning ahead and deciding how you’re going to allocate your time can be an important factor in reducing stress.

Work on your attitude

Take note of the Serenity Prayer. “God grant me the serenity to accept the things I cannot change; the courage to change the things I can; and the wisdom to know the difference”. In particular, there’s no point in getting stressed about the things you can’t change – instead change your attitude towards them.

Change how you view problems

Remember that “What doesn’t kill us makes us stronger.” Everyone at some time in their life will have major problems to deal with. Think of them as challenges and an opportunity for personal growth.

Take regular exercise

It’s been clinically proven that exercising can reduce the amount of stress hormones released in the body. Make a contract with yourself to exercise for 30 minutes three or four times a week. Yoga, jogging, tennis, cycling – there are hundreds of ways to exercise. Find one you enjoy and do it !

Watch what you eat

Have a good diet. Start your day right with breakfast, and keep your energy up and your mind clear with balanced, nutritious meals throughout the day. Try to stick to healthy foods, but don’t become obsessive about what you eat.

Reduce caffeine and sugar

The temporary "highs" caffeine and sugar provide often end in with a crash in mood and energy. By reducing the amount of coffee, soft drinks, chocolate, and sugar snacks in your diet, you’ll feel more relaxed and you’ll sleep better.

Get out more!

Enjoy an active social life. A network of friends you can talk to and rely on for support can be a great way of enhancing your well-being. Connecting with people will make you feel happier, optimistic and more positive about life.

A little bit of what you fancy!

Do something you enjoy every day. Make time for leisure activities, whether it be walking in the park, playing the piano or reading.

Have a laugh!

Keep your sense of humour. This includes the ability to laugh at yourself. The act of laughing helps your body fight stress in a number of ways.

Practice meditation

One of the most effective things you can do to combat stress is to learn to meditate. Meditation is a technique which gives a unique quality of rest to mind and body. It allows stress and tiredness to be released in a natural way, resulting in greater energy and enjoyment of life. Many doctors now recommend meditation to patients suffering from stress and stress-related conditions.

Using traditional methods, however, it can take many years of difficult practice before you gain control of your mind and attain meditative states. Fortunately, there are now modern meditation techniques that enable you to shortcut the learning process and put you on a fast-track to meditation.

Meditation Machines are small, light, highly-portable machines that use light and sound to gently guide you into a deep state of relaxation or meditation. In fact, with only fifteen or twenty minutes use of a Meditation Machine, it is possible to experience the same peace and tranquility as an experienced practitioner of meditation.

As you can see from this article, there are a number of ways of managing stress and preventing it from inflicting long-term damage to your physical and mental well-being. Hopefully, you can take some of these ideas and use them to create a healthier and happier life.

Ivor Murray is the MD of MeditationsUK, an innovative company that sells Meditation Machines – small, portable machines that use natural light and sound to gently guide you into calm, relaxing states of mind and body.
For more information about managing stress using Meditation Machines visit

In sales people buy from people they know, like and trust. Being able to quickly establish rapport with people you meet is an essential skill. But how do you establish rapport and trust with people that are totally different to us?

In this recording, top NLP trainers Julie French and Tony Burgess of the Acacemy of High Achievers shares with Richard White tips on how to quickly generate deeper levels of rapport. They cover how to build instant rapport both in person and on the telephone.


As Sales Manager it can be a difficult juggling act between selling, managing your team, and doing admin. How can we become more productive and create more time for vital sales activity, especially when we are busy with other work? In this recording, leading productivity expert Richard Maybury explains to Richard White how to better manage our time and maximise the results we get from each and every day.


Can improving the way we dress have an impact on our levels of success?

In this recording leading image consultant Pauline Crawford explains to Richard White why the way we present ourselves is so important in sales and some simple changes you can make in order to increase your impact with clients and prospects.