THINK - WALTER RUSSELL IBM LECTURE SERIES (Cliff Notes)
Thomas Watts
Walter Russell
Thought qualities
The performance of service for which money is only the symbol
Creative thought + creative action = the power of man
Self Discovery
Illumination of ideas to cosmic consciousness = man’s ultimate goal
“Now my friends, if only you can get a little of that indomitable will to do inyou…”
Two directions of thinking: outward toward material equip (resources), inward (resourcefulness)
New ideas come from the minds of creative thinkers
Rebound should be caught and not missed
What is your life design?
The art of high speed intuitive thinking
Anticipate what one has to say before saying it
Eliminate non essentials from thinking
Masterpiece = eliminated nonessentials
The salesman should shift his thinking into the high speed in which he can keep ahead of his prospects thinking and always anticipate response
Salesman life = quick/wise decisions
Man expresses his power through thinking and acting
Thinking without action creates nothing
Knowledge must be assembled as thought patterns
All sales must be completed within the man, before he has presented his sale to the prospect
The secrets to success is self multiplication
The greatest art a salesman can develop is the fine art of listening as a receiver and gathering energy from listening to be used when one acts.
Thought is a static force and we convert it to a dynamic force
Until one learns that he must give of himself, he had nothing whatsoever to give
If you study the literature that now exists, you will soon catch the spirit of great people and great institutions
There’s is no difference in the mentality of men other than a difference of awareness of their unlimited power to draw upon through thinking
Parroting a man
Repeating is not thinking, nor does it require thought
Information that you get from any source is not knowledge, that it is the only material equipment for your thinking process, like the letters in the alphabet. If your are not able to think your information into knowledge you are no more an intellectual than a page of print or a phonograph record.
Knowledge is the result of thinking your information Into your consciousness
All the thoughts in the world can be expressed with 26 letters. Every writer has them all
The awareness of knowing, and the desire for achieving, is the open-sesame to the high pinnacle of master-salesmanship
Master salesmanship is one whose prospects do his selling
The idea needs to transfer over to the mind of the prospect and accepted by him
Sales freely gives you all you ask of it and nothing more
Without desire to reach a pinnacle you never will reach it
Do not attempt to accomplish greater results by a greater effort of your little understanding, but by a greater understanding of your little effort
Every increased effort must be mental, and that increased potential of thought-power should be accompanied by a decrease of physical acceleration in order to decrease resistance
Mediocre sales just run faster, master salesman think harder and run slower.
There is a distinct difference between the motives of those who seek success by giving, and those who seek it by taking.
Master the art of giving service to their clientele as a means of making sales
The greatest asset any salesman can build for himself is that standard of identity which makes his client desire to see him because of his magnetic personality
There is no height you cannot obtain as long as you desire and work for it
Think, act, desire, balance
Once any idea is born in the mind of man he not only seeks perfection for it, but the idea itself demands perfection from him
The greatest in life is the seeker of perfection. The greatness of life lies in the seeking for perfection. The power of life lies in the finding of perfection.
Bodies do not live, they but express the thought of life.
If your aims are to find a means of expressing yourself by attaching yourself to a great idea, and finding success by devotion to that ideal, then you had better stay and enrich the organization and yourselves.
A great man is one who could think great thoughts, have great concepts, and then act in such a way as to put them into effect
The greater service, courtesy, thought, and attention we give, the more our businesses will grow.
We are making products to be fit into purposes.
Business leaders must be equally interested and proficient in all of the elements which go to make up a civilization which is seeking to find peace, prosperity and happiness through united effort.
Vitaly interested, not just passively so
The most important words to men who have devoted themselves to selling are How and Why. Why being most important of the two
Logical and Intuitive
The intuitive lives in the thought-world. He is an interpreter of what is not yet, rather than bring a repeater of what was.
What happens anywhere, happens everywhere.
Enthusiasm is the energy for one’s thought and work
Information is like food, nourishment is like knowledge
Missing the sale is like missing the ball
Those two positions of rest are the real sources of energy. Dead centers of force
The universe gives to those who ask without favor
If you look upon your job as a means of expressing your life of achievement through self-creative expression, then your life will be a glory to yourself and to your organization
Cause is the real substance of thought, rather than it’s effect, which is the product of thought.
The transference of the product to a customer is not an act of selling the product to somebody, it is the process of trying to transfer a masterly thought from one mind to another one who can think that thought.
No one ever buys a product until he accepts the thought that is back of the product.
If a musician has a rhythm or a motif that inspires him, if he can give it proper form on any musical instrument so that his hearer will get that same inspiration and the same intensity, he is made as much a master of the hearer as he himself.
The art of thought transference.
The trouble with most salesmen and business men is that they look in the wrong direction, the direction of product and profit rather than in the right direction of cause within Self.
If you can think it, it’s worthy of being done.
Time is wasted on technique. Technique is only the manner of doing a thing. The manner of doing a thing is not the thing.
Start doing it and you will do it! You will find the way in doing it!