Cales success is not so much deter- Appraisal means examining your mined by what we say to our cus- thoughts objectively， like \"Is this ~tomers as by what we say to our- thought fact or fiction?\" \"What evidence selves. Del Polito， a researcher who stud- do I have for my conclusions?\" \"What ies thought processes， once wrote that we basis do I have for nry assumptions?\" experience our thoughts in streams flow- An objective appraisal can lead to ing at various speeds， healthy thoughts after a sales call where Dr， Albert Ellis， a noted psychiatrist， the customer did not buy， such as Tm not found that we are capable of developing the one that the prospect is rejecting. The two or more streams of thoughts， some- facts are that at this tinre he has no need， times flowing in opposite directions， and he s only rejecting my proposal.\" Thoughts， most researchers agree， Choice means using your creativity have a powerful effect on our emotions， to expand the number of alternatives decisions and actions. Many consider available to you. Choice allows you to thinking as a manageable process; yet， change or reverse the direction of the few effective thought management flow of your thoughts. principles have been discovered If you ve read this far， by now you re and very few of us seemto z.~-~.~ .~ probably realizing that thought apply them consistently~~ management is hard work， but The three most useful so are successful living and suc- thought management tools cessful selling. are Awareness， Appraisal Dr. Norman Vincent Peale， and Choice. who spent a lifetime thinking Awareness comes from about managing thoughts， readily questions like \"What admitted that manag- ~ ing thoughts is hard kindam I doingV of thoughts~r \"Whatam 1 Awai fnfl$ tomes from questions work. \"But， on second experiencing right like UJhatkindofthouqhtsaml thought， * he said， \"it s now?\" experiencinq right now? harder not to.\"
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