Welcome to the Inspirational Living podcast.

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.

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