Sales training book shows how meditation can help with personality development to boost sales.


Vincent J. Daczynski

Chapter 9

Conquering Emotional Inhibitors

One of my first jobs after college was manager of field engineering for a leasing company in New York City. I needed to rush-order ten special multimeters which were manufactured by a small electronics company, say, XYZ Co., in Chicago. In response to my inquiry XYZ sent their salesman, Don, to see me. Don, I estimated, was in his late fifties, maybe early sixties. He wore a wrinkled plaid suit, and appeared to be insecure. I called on one of our engineers to sit in on the sales demonstration. As Don began his pitch I heard a strong clicking sound. At first I thought it was coming from the device Don was demonstrating. Then I realized that the clicking sound was coming from Don. His false teeth were sporadically chattering. They were not fastened well and when they chattered they looked and sounded like the novelty-gag false teeth that you wind up and place on someone's desk to get a few laughs. Don might have done okay on the Gong Show, but did not belong in sales. I had mixed emotions. I really felt for Don and at the same time I had to do all I could to restrain myself from laughing - it was that funny. He obviously maintained his job through nepotism. Don's problem was not so much his teeth. He was just so scared that his jaw trembled so hard that his teeth rattled. Don got his order, although I cannot credit him with making the sale. XYZ Co. had the product we needed and could make immediate delivery. This was the only reason we bought from Don. XYZ Co. was in a unique position. It manufactured a product which had no competition. Once other firms begin to produce a similar product, Don's fear will surely rob him of his sales.

Dr. Hans Selye, renowned authority on stress, states that fear is physiologically harmful. In extreme cases stress caused by fear can result in destruction of the cells in the heart. There are cases on record of persons who literally were scared to death.

Emotional inhibitors are the greatest liability in selling. Fear is one of the biggest inhibitors to successful selling. Some other emotional inhibitors are:

insecurity, pessimism, rationalization, arrogance, depression,
guilt, slovenliness, cowardice, inconsideration, unwillingness, moodiness,
inattentiveness, nervousness, worry, mendacity, drunkenness, prejudice, absurdness,
anxiety, dominance, deception, inferiority, immorality, inhibition, uncertainty,
superiority, distrust, laxity, egotism, neuroticism, hypochondria, immaturity,
insensitiveness, dependence, cynicism, abusiveness, impatience, neglect, inexpedience,
enmity, gluttony, vulgarity, resentment, indifference, discontentedness.

This is only a partial list. There are hundreds of emotional inhibitors which have a negative influence on selling.

Emotional inhibitors and their positive counterparts are the characteristics that make up personality. Webster's dictionary defines personality as "the complex of characteristics that distinguishes an individual ... the totality of an individual's behavioral and emotional tendencies." We can see that personality encompasses numerous variables. It is everything that we are including how we look, act, react, speak, gesture, etc.

Sales trainers know, as any salesman can also attest, that negative personality characteristics act as inhibitors to successful selling. Emotional inhibitors restrict the naturalness of selling. Experience tells us that the less emotional inhibitors a salesman has the better he will be able to sell. A wholesome, pleasant personality is essential to the livelihood of the salesman. I will venture a guess and say that most salesmen have their share of negative personality characteristics with which they constantly battle to improve themselves and enjoy a greater success in their highly people-oriented vocation. In an attempt to minimize the sales-inhibiting personality characteristics and to bring out the salesman's positive personality traits, sales trainers have produced thousands of books, cassette tapes, training aids, gimmicks, and paraphernalia. As was mentioned earlier, many sales trainers also advocate theatrics, canned presentations, memorization of responses, cued speech inflections, facial expressions and body movements, positive thinking exercises, pep-talks, etc. All these types of methods mask over the problem, disguise it, may modify it, but do not resolve it.

Take, for example, the case of a "rehabilitated alcoholic." Can he take one or two social drinks and stop? Very unlikely, because the inner weakness which caused the alcoholic to drink has been suppressed and not removed. Unless that desire to drink is resolved and dissolved it will continually haunt the so-called rehabilitated alcoholic, waiting to surface as soon as his guard is down.

Psychoanalysts know that if the inner weakness is not resolved, but instead is suppressed, that inner weakness will find expression in another way. We all know of the person who stops smoking by sheer will power, but who then finds a new effect with which to deal, that of gluttony or nervousness.

In contradistinction to all other methods of personality development the TM program is par excellence because it dissolves the very deep rooted causes of emotional inhibitors.

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