The Psychology of Business for Entrepreneurs | Success Podcasts

Podcast Transcript: Welcome to the Inspirational Living podcast, brought to you in part by Book of Zen, makers of wearable inspiration for a better world. Today’s podcast has been edited and adapted from The Mental Highway by Thomas Parker Boyd, published in 1922.

It does not matter whether you are selling the products of your own hands and imagination, or those of others, or whether you are selling knowledge and expertise, your business must eventually be an expression of you — for you are really selling yourself when you are selling your goods or service. You must believe in your business as you believe in yourself.

Your success in business depends upon your knowledge of the people who are helping you to sell, as well as the people who come to buy. If you have to guess how each person will act under a given condition, success may be an uncertain thing. If you know to what category a person belongs, and know that in a majority of cases that category of people will be interested in a certain class of values, and will be appealed to by a given method of presentation, and will decide and act in a certain way, then you are effectively using psychology in your business.

Your business will flow through certain channels. It will follow the plan you have laid out, much as a house follows its foundation and plan. Having made your plan, you then turn to the materials, and all the materials in the psychology of business are within yourself. Success, when you achieve it, is your own — whether it comes in the form of position, honor, power, happiness, or money.

The goal of your business is to provide a service and to receive enough money in return to enable you to achieve contentment. Having your plan, turn to methods, no matter your profession.

To succeed, you must be able to inspire others to help you by cooperating with you and by purchasing from you. In its final analysis, all success comes to us through others. This is the key. People band together, not only for protection, but for cooperation. You must realize that they must be motivated and inspired in their desire to cooperate with you and further your success.

Humanity is the universal channel for money, friends, happiness, and every other factor of success, and all depends upon your ability to inspire them toward you.

If you study all the great successful leaders, you will find that this great law measures their success. Politicians, employers, executives, the leaders of any class, each in his or her own way, has climbed upwards by the power to inspire others to work with them. This underlying principle governs all achievement. All success must come to you through humanity. Therefore, the degree of your ability to inspire others will surely measure your returns from life. We have the standards of highest value within us.

The true way to success is through personal charisma or “presence.” It isn’t magic, just recognition of the law and wise use of it. It doesn’t require grind, rush, and struggle, but poise, calm and certainty — advancing easily and smoothly, with the utmost freedom. Keep in mind, then, that others are the doors through which you must pass to your domain of success.

Inspiration has certain basic elements. Begin your business by having the largest possible vision of its outcome. Why settle for some small success when big things are constituted of little things? This same principle applies with reference to your staff, who you must be able to inspire in the direction you desire.

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