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