FOR SALES' SAKE MEDITATE!

Negative personality traits are due to the lack of contact with one's own inner nature. The solution to a problem never lies at the level of the problem. We must rise above the problem. No amount of analysis or manipulation of darkness will eliminate the darkness. What is necessary is to bring in light, and by virtue of bringing in light, darkness automatically disappears. Likewise, to resolve a deep-rooted problem, such as any of the emotional inhibitors, all that is necessary is to connect the salesman with his own "inner light." Connect the salesman with his own inner self, that full potentiality of life, that state of perfect orderliness, that field of inner life that is experienced as perfect silence, inner peace and happiness. By virtue of having one's awareness established in this field of being, which is the source and light of life, all forms of negativity, to include emotional inhibitors, are dispelled. They are dispelled because, when the mind is established in the field of perfect orderliness, all of our thoughts, speech and actions become attuned to the laws of nature. And nature, we know, is evolutionary and life-supporting. Therefore, only those personality characteristics of ours that are life-supporting will remain. All that which is not life-supporting will be dispelled, without the need for analysis, self-inquiry, positive thinking, etc. *Please see Fig. 14 Fig. 15

This purification is accomplished naturally and spontaneously through the practice of the TM technique. Is this too good to be true? Not at all.

To understand this purifying phenomenon of the TM technique we can again draw a parallel comparison between physics and consciousness. The Third Law of Thermodynamics states that when the temperature (activity) of a given system is reduced its entropy (disorder) is reduced. During the practice of Transcendental Meditation the mind experiences thoughts at increasingly finer levels, i.e., at levels of decreasing mental activity. EEG measurements have shown that this produces orderliness in the functioning of the brain. When the mind transcends the finest thought to arrive at the home of all the laws of nature maximum orderliness results. When that state of awareness is established in our normal thinking, through the regular practice of the TM technique, there is no room for any disorderly emotional characteristics that are not in harmony with nature.

An experiment will illustrate the mechanics of the Third Law of Thermodynamics. A scientist freezes a beaker of salt-water. As the water freezes orderliness occurs; the water which had molecules randomly moving all around, now in ice form, has the molecules arranged in an orderly fashion. Moreover, as the temperature of the water is reduced to freezing, the salt in the water automatically separates out. Purification of salt from the water occurs spontaneously.

By similarly eliminating emotional inhibitors the salesman's positive personality characteristics remain. By being connected deep within his inner self, which is the source of nature itself, the salesman behaves in a natural, spontaneous manner. This is personality development!

Independent studies were performed on prisoners at Folsom Prison, California, Stillwater Prison, Minnesota, La Tuna Federal Penitentiary, Texas, Lompoc Federal Correctional Institution, California, and McNeil Island, a federal penitentiary in Washington. Repeatedly, it was found that prisoners practicing the TM technique showed significant growth of healthier mental attitudes and improved behavior compared to nonmeditating control groups.

If the TM technique can resolve and dissolve such deep-rooted psychiatric and behavioral personality disorders, certainly it can dissolve the more surface-level emotional inhibitors of salesmen. When emotional inhibitors dissolve, a natural, spontaneous wholesome personality results.

You will not have to remind yourself to feel happy - you will be happy. You will not need to remember to look sincere - you will be sincere. You will not have to stage - confidence - you will be confident. You will not have to pretend to be interested in others - you will be genuinely interested in others. You will not pretend to act friendly - you will be friendly. You will not have to force yourself to work hard - you will apply yourself to your work out of the success and joy that your work brings you. You will not have to program yourself to think positive - you will be positive and therefore you will think positive. Procrastination and other bad work habits will automatically melt away, replaced by an energetic, positive work attitude. You will not have to memorize a canned pitch or a script of carefully phrased answers to clients' objections, and you will no longer feel it necessary to manipulate your clients - your thought, speech and actions spontaneously will be correct for any given set of circumstances. You will be aggressive - not abusive. You will be connected to that inner source of your own being, and that inner light will radiate outwardly as a glowing vitality. You will radiate a magnetic positivity and a command-presence that will automatically draw attention to you when you enter a room - this is the ultimate way to "dress" for success. Also, with your expanded vision you will be more sensitive to each selling situation, and therefore will clothe yourself more appropriately for each selling circumstance. You will not have to tell yourself that you are terrific in order to build your self esteem - you will be terrific and therefore self esteem will be your natural status. As a natural outcome of your holistic personality development you will be confident. How can you not be confident when you have so many positive personality characteristics working for you? You will not need to perform a song and dance routine, or listen to pep talks in order to feel enthusiastic - you will be enthusiastic. By virtue of being enthusiastic you will feel enthusiastic. How can a confident, happy, energetic, successful, friendly, self-actualized salesman not be enthusiastic? You will gain mastery over yourself and your emotions, and with advanced study in the TM-Sidhi program you will even gain mastery over the laws of nature. You will not have to think of being in control of the selling situation. Your status and self-control will bear its own influence - you will naturally have control.

Above all, you will be natural. You will be yourself. You will not need to imitate, or force upon yourself, some top producer's selling style. You will be a top producer with your own natural style which others will try to emulate. When you naturally possess positive personality attributes and behave in a natural easy spontaneous manner people will want to do business with you. They will go out of their way to seek you out. They consciously may not know what draws them to you. Nevertheless, subconsciously they will be drawn to you like a magnet is drawn to iron. They will relate to your basic unforced, natural simplicity.

The holistic personal unfoldment resulting from the regular practice of the TM technique promises to create a new breed of salesmen, which is an essential requirement as we move into the 21st century.

By now, you probably have noticed that I make no attempt to tell you how to sell. Hundreds of books, tapes, and numerous selling aids already serve that purpose. Rather than creating another book on sales methodology I preferred to show you how you can develop the basic foundation which is essential to any and all selling situations, i.e., how to contact being and allow your natural inner self to spontaneously work for you. Therefore, this book gives you what no other sales book provides: an insight into the mechanics of holistic personal unfoldment. With a holistic personal unfoldment for a foundation, you will naturally sell like you have never sold before.

(*NOTE: Figs. appearing in this online book may vary from those in the paperback version. These Figs. are links to the official www.tm.org website.)