Part I Introduction and Orientation: The Transcendental Meditation Technique
Chapter I What in the Name of Sales?
...Sell? Why not issue blackjacks? This company runs a boot camp type of program. They teach dominance and aggressiveness, and direct that aroused energy towards selling. It is interesting to note that this insurance company has higher rates than most of their competition. With the goon squad they develop for making high pressure sales they do not need competitive pricing...
I also attended real estate sales training classes in San Francisco conducted by a major land developer. I was pitched the following line at the opening of every class, "I am going to teach you how to take money out of other peoples' pockets and put it in your pocket where it belongs." What was this, a school for training pickpockets?...
The basic ingredient for success has been known for centuries. Nevertheless, sales managers and trainers, in trying to close the gap between their top performers and the rest of their sales staff...resort to psychological game playing, manipulating the psyche of their salesmen via a variety of positive-thinking type of inspirational and motivational courses to program the right mood for the planned staged performances. To this is added an ever growing spiral of gimmicks and psychological sales paraphernalia. Further, salesmen are conditioned for robot-like responses designed for quick pyschological victory over the customer being served. And this is called professional sales training. As you read this book you will realize the shortcomings of today's sales training methods. More importantly, you will discover that you can become a supersalesman without the use of theatrics, psychological programming, or client manipulations.
Chapter II Positive Thinking Is Not Enough
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 programs 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 vica versa. I realize that I must be stepping on a lot of toes, but follow along with me for awhile 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...
Since the philosophy of positive thinking is incomplete, the results must be incomplete. In order to develop a supersalesman-and super means 'totally developed'--we must have a holistic teaching. And the efficacy of that holistic teaching will be in its ability to develop supersalesmen. The knowledge for the holistic development of the individual is the ancient key to success, dealt with in greater detail in the next chapter.
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