The Mastery of Success. Thorstein Veblen

What we do mean is that while you’re listening you should Listen Well. There is no subtler compliment that one person can pay to another than Listening Well to him or her. To Listen Well is to Listen with Interest. And that is something that cannot be very well taught in a book. Perhaps the best way to express the idea is to say, "Listen as you Would be Listened unto. "The Golden Rule may be applied to many things and ideas, with benefit and good results. The man who listens well is well thought of by those to whom he listens. In this connection we are always reminded of the old story of Carlyle, who, as everyone knows, was reputed to be a crusty, crabby old chap, prone to sarcastic remarks and brusque treatment of those with whom he engaged in conversation. The tale goes that one day a man called upon Carlyle – and the man understood the Art of Listening Well. He so turned the conversations as to get Carlyle started on a subject dear to his heart – and then he kept quiet and Listened Well. Carlyle talked "a straight streak" for several hours, and grew quite enthusiastic over his topic. When at last the visitor arose to depart, he was forced to actually tear himself away from Carlyle, who, following him to the door, manifested unusual enthusiasm and good spirits, and bidding him good-bye, said warmly: "Come again, mon – come again and often – ye have a wonderfully bright mind, and I’ve enjoyed your conversation very much indeed – ye are a most delightful conversationalist. "

      Be careful not to bore people with your personal experiences – better forget your personal self in talking to others, except when it is right to the point to bring yourself in. People do not want to hear what a wonderful fellow you are – they want to tell you what wonderful people they are, which is very much more pleasant to them. Don’t retail your woes, nor recite your many points of excellence. Don’t tell what a wonderful baby you have – the other people have babies of their own to think about. You must endeavor to talk about things of interest to the other person, if he wants to do the talking himself. Forget yourself and Take and Interest in the Other Person.

      Some of the best retail merchants impress upon their salespeople the advantage of cultivating the mental attitude and personality that you will give the customer the impression that you are "on his side of the counter" – that is, that you are taking a personal interest in his being well- served, suited, well-treated and satisfied. The salesman who is able to create that impression is well advanced on the road to success in his particular line. This is a difficult thing to describe, but a little observation and thought and practice along the lines laid down in the preceding lessons will do much for you in this direction. A recent writer truthfully says on this subject: "Suppose, for instance, you are in trade or a profession, and wish to increase your business. It will not do, when you sell goods or services, to make the mater a merely perfunctory transaction, taking the customer’s money, giving him good value and letting him go away feeling that you have no interest in the matter beyond giving him a fair deal and profiting thereby. Unless he feels that you have a personal interest in him and his needs, and that you are honestly desirous to increase his welfare, you have made a failure and are losing ground. When you can make every customer feel that you are really trying to advance his interests as well as you own, your business will grow. It is not necessary to give premiums, or heavier weights, or better values than others give to accomplish this; it is done by putting life and interest into every transaction, however small. "This writer has stated the idea clearly, forcibly and truthfully, and you will do well to heed his advice and to put it into actual practice. Another important point in Personality is Self-Control, particularly in the matter of Keeping your Temper. Anger is a mark of weakness, not of strength. The man who loses his temper immediately places himself at a disadvantage. Remember the old saying: "Those whom the gods would destroy, they first make angry. "Under the influence of anger a man does all sorts of foolish things that he afterwards regrets. He throws judgment, experience and caution to the winds, and acts like a crazy man. In fact, anger is a sort of madness – a phase of insanity – if you doubt this look carefully at the face of the first angry man you meet and see how irrational he looks and acts. It is a well-known fact that if one keeps cool while his opponent is angry, he has decidedly the best of the matter – for he is a sane man dealing with an irrational one. It is the better policy to allow the other fellow to "stew in his own fat" of anger, keeping cool yourself at the same time. It is a comparatively easy matter to cool down an angry man without becoming angry with you – and as it takes two to make a quarrel, the matter is soon over. You will find that a control of the outward expression will give you control of you inner mental state. You will find that if you are able to control your voice, keeping it calm, steady and low-pitched, you will not fly into a passion, and more than this, you will find by so doing that the voice of the other fellow will gradually come down from its loud, boisterous tones, and in the end both of you will be pitching your voices in the same key – and you have set that key-note. This is worth remembering – this control of the voice – it is a secret well worth knowing and practicing.

      While we are on the subject of voice, we would like to call your attention to a further control of voice, or rather a cultivation of voice. A man having a well controlled, even, pleasant voice has an advantage over others having equal abilities in other directions, but lacking that one quality. The value of a vibrant, resonant, soft and flexible voice is great. If you have such a voice, you are blessed. If you lack it, why start to work and cultivate it. Oh, yes, you can! Did you ever hear of Nathan Sheppard, the well-known public speaker? Then listen to these words of his, telling of his natural disadvantages of voice, and how he overcame them and became a great speaker. He says: "When I made up my mind to devote my mind and body to public speaking, I was told by my teachers and governors that I would certainly fail; that my articulation was a failure, and it was; that my organs of speech were inadequate, and they were; and that if I would screw up my little mouth it could be put into my mother’s thimble, and it could. Stinging words these certainly were, and cruel ones. I shall never forget them; possibly, however, they stung me into a persistency that I would have never known but for these words. At all events, that is the philosophy of the "self made’ world of mankind. I may not have accomplished much; I do not claim to have accomplished much. It is something I have made a living out of, my art for twenty years, and that I do claim to have done in spite of every obstacle and every discouragement, by turning my will upon my voice and vocal organs, by cultivating my elocutionary instincts and my ear for the cadences of rhetoric, by knowing what I and my voice and my feelings were about, by making the most of myself. "After these words, anything that we might add regarding the possibility of acquiring a good voice by will, practice and desire would be superfluous. Pick out the kind of voice that you think best adapted to your work, and then cultivate it by practice, determination and desire. If Mr. Sheppard could become a famous public speaker with such obstacles as these, then for you to say "but I can’t" is to stamp you as a weakling.

      It has been suggested to us that we have a few words to say regarding the carriage or physical bearing of the person, as an important part of Personality – particularly in the phase of Walking. But we do not think that is necessary to add to what we have said in this lesson regarding the subject, in connection with what we have also said regarding the mental state of Self Respect. The main thing is to cultivate the Mental State of Self Respect, and the rest will follow as a natural consequence. Thought takes form in Action, and the man who has Self Respect imbedded in his mind will surely so carry and demean him that he will give evidence of his mental state in his every physical action, gesture, carriage and motion. He must have it within, as well as without. One must pay attention to the exterior aspect of course, particularly in the matter of dress. One should cultivate Cleanliness and Neatness, of both body and clothing. To be well dressed does not mean to me showily clad – in fact, the person who is best dressed is inconspicuously dressed. Cultivate a quiet, refined taste, expressed in quality rather than in showiness. And above all – be Clean.

      In conclusion, let us impress upon you again and again that that which we call Personality is but the outer mask of the Individual Within. The mask may be changed by an effort of the Will, aided by an intelligent discrimination. First find out what kind of Personality you should have, and then set to work to cultivate it- to grow it, in fact. Form the Mental Image of what you want to be – then think of it – desire it ardently – will that you shall have it – then Act It Out, over and over again; rehearsal after rehearsal, until you will actually materialize your ideal into objective reality. Make a good mental pattern or mold, and then pour in your mental material steadily, and slowly! From the mold will