Sales training book goes beyond positive thinking uses Meditation technique to boost sales.


Vincent J. Daczynski

Chapter 2

Positive Thinking Is Not Enough

Numerous books, cassette tapes and courses have been produced that utilize the positive thinking method for achieving success. Because of the widespread use of this type of approach to personal development and achieving success, I have devoted an entire chapter to its analysis.

All positive thinking methodologies are based on the philosophy that if you think positive, you will be positive. From this premise a variety of pep talk and self-hypnosis type of inspirational and motivational courses have evolved.

It is my conviction that this premise of thinking positive in order to be positive is wrong, and therefore, will produce limited results. Being positive does not result from thinking positive. Thinking positive comes from being positive. The effect comes from the cause and not vice versa. I realize that I must be stepping on a lot of toes, but follow along with me for a while as I develop this theme and you will discover the shortcoming in the positive thinking approach to achieving success. Certainly, benefits have been experienced from positive thinking programs. However, when positive thinking is not natural, but forced, the results, at best, will be limited, temporary, and self-deluding. It is like putting the cart before the horse. Some progress will be made. However, a broader perspective of the mechanics of progress will conclude that maximum progress will be made when the horse is placed before the cart. Similarly, we must first be positive and then we will think positive. So being precedes thinking. And thinking is the basis for action. Before you can act there must be some thought impulse. Thinking precedes action. Effective thinking will yield effective action. First being, then thinking, then action--this is the sequence for maximum success. This will become more obvious as you read Chapter III.

Again, positive behavior, i.e., effective action, results from positive thinking, and positive thinking results from being positive.

We begin to see the key to success and the method to achieve it. We must transcend the level of positive thinking and be positive. Positive thinking will thereby occur in a natural, spontaneous manner; it will not be a contrived mood-making mental manipulation.

In 1973, I attended a seminar in San Francisco conducted by one of the leading developers of positive-thinking-type sales development programs. The president of the company gave the pitch, and I must say that I was very impressed with this eloquent speaker, whose stage-presence and charisma gave him a command and magnetism that itself induced me to want what he had to sell. After listening to him for a while, I concluded that he exemplified everything that his sales development course was said to achieve. But how did he get that way? How did he gain his positive attitude and success? By listening to pep talks on cassettes? No. He probably never had to listen to pep talks, because he was already drawing from that level of being positive, whether he realized that fact or not. And how did he draw from that level of being positive? He was either born with that depth of mental ability, or he gained that ability as part of his maturing process. Successful people operate from that inner level of being. And the greater the contact is with that inner being, the greater is the success. But, positive thinking, as has been brought out earlier, will not connect you to being positive. And unless you are connected and you live your life from that being positive level, the best you can expect to accomplish from positive thinking is an imitation of being positive. Positive thinking, pep talks, telling yourself that you are terrific, or that you are a successful salesman, etc., is deluding.

An actor believes himself to be someone who he is not. He assumes the role of, say, a king or ruler, and then plays the role. But when the filming ends, who is the actor? Is he the king? No, it's back to being himself. Many actors feel frustrated by not being able to measure up to the image they portray. I am sure that the same is true of many salesmen today. During filming, the actor has to be very attentive to how and where he stands, how he makes every motion, and how he says his lines. He has a wide range of variables which he must consider and manipulate to perform just right. If he makes an error, however, it is no big problem since the director is there to assist him through the retake. And, even after the filming there is the editing which can compensate for errors that might have been made.

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Chapter 1 || Chapter 2 || Chapter 3 || Chapter 4 || Chapter 5 || Chapter 6 || Chapter 7
Chapter 8 || Chapter 9 ||Chapter 10 || Chapter 11 || Chapter 12 || Chapter 13 || Chapter 14 || Chapter 15

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