It would not have been made if the author of this philosophy had not known, from years of experimentation and analysis, that the promise can be met.
Some who have examined the manuscripts of this course have asked why it was not called a course in Master Salesmanship. The answer is that the word “salesmanship” is commonly associated with the marketing of goods or services, and it would, therefore, narrow down and circumscribe the real nature of the course. It is true that this is a course in Master Salesmanship, providing one takes a deeper-than-the-average view of the meaning of salesmanship.
This philosophy is intended to enable those who master it to “sell” their way through life successfully, with the minimum amount of resistance and friction. Such a course, therefore, must help the student organize and make use of much truth which is overlooked by the majority of people who go through life as mediocres.
Not all people are so constituted that they wish to know the truth about all matters vitally affecting life. One of the great surprises the author of this course has met with, in connection with his research activities, is that so few people are willing to hear the truth when it shows up their own weaknesses.
We prefer illusions to realities!
New truths, if accepted at all, are taken with the proverbial grain of salt. Some of us demand more than a mere pinch of salt; we demand enough to pickle new ideas so they become useless.
For these reasons the Introductory Lesson of this course, and this lesson as well, cover subjects intended to pave the way for new ideas so those ideas will not be too severe a shock to the mind of the student.
The thought the author wishes to “get across” has been quite plainly stated by the editor of the American Magazine, in an editorial which appeared in a recent issue, in the following words:
“On a recent rainy night, Carl Lomen, the reindeer king of Alaska, told me a true story. It has stuck in my crop ever since. And now I am going to pass it along.
“‘A certain Greenland Eskimo,’ said Lomen, ‘was taken on one of the American North Polar expeditions a number of years ago. Later, as a reward for faithful service, he was brought to New York City for a short visit. At all the miracles of sight and sound he was filled with a most amazed wonder. When he returned to his native village he told stories of buildings that rose into the very face of the sky; of street cars, which he described as houses that moved along the trail, with people living in them as they moved; of mammoth bridges, artificial lights, and all the other dazzling concomitants of the metropolis.
“‘His people looked at him coldly and walked away. And forthwith throughout the whole village he was dubbed “Sagdluk,” meaning “the Liar,” and this name he carried in shame to his grave. Long before his death his original name was entirely forgotten.
“‘When Knud Rasmussen made his trip from Greenland to Alaska he was accompanied by a Greenland Eskimo named Mitek (Eider Duck). Mitek visited Copenhagen and New York, where he saw many things for the first time and was greatly impressed. Later, upon his return to Greenland, he recalled the tragedy of Sagdluk, and decided that it would not be wise to tell the truth. Instead, he would narrate stories that his people could grasp, and thus save his reputation.
“‘So he told them how he and Doctor Rasmussen maintained a kayak on the banks of a great river, the Hudson, and how, each morning, they paddled out for their hunting. Ducks, geese and seals were to be had a-plenty, and they enjoyed the visit immensely.
“‘Mitek, in the eyes of his countrymen, is a very honest man. His neighbors treat him with rare respect.’
“The road of the truth-teller has always been rocky. Socrates sipping the hemlock, Christ crucified, Stephen stoned, Bruno burned at the stake, Galileo terrified into retraction of his starry truths—forever could one follow that bloody trail through the pages of history.
“Something in human nature makes us resent the impact of new ideas.”
We hate to be disturbed in the beliefs and prejudices that have been handed down with the family furniture. At maturity too many of us go into hibernation, and live off the fat of ancient fetishes. If a new idea invades our den we rise up snarling from our winter sleep.
The Eskimos, at least, had some excuse. They were unable to visualize the startling pictures drawn by Sagdluk. Their simple lives had been too long circumscribed by the brooding arctic night.
But there is no adequate reason why the average man should ever close his mind to fresh “slants” on life. He does, just the same. Nothing is more tragic—or more common—than mental inertia. For every ten men who are physically lazy there are ten thousand with stagnant minds. And stagnant minds are the breeding places of fear.
An old farmer up in Vermont always used to wind up his prayers with this plea: “Oh, God, give me an open mind!” If more people followed his example they might escape being hamstrung by prejudices. And what a pleasant place to live in the world would be.
* * * * *
Every person should make it his business to gather new ideas from sources other than the environment in which he daily lives and works.
The mind becomes withered, stagnant, narrow and closed unless it searches for new ideas. The farmer should come to the city quite often, and walk among the strange faces and the tall buildings. He will go back to his farm, his mind refreshed, with more courage and greater enthusiasm.
The city man should take a trip to the country every so often and freshen his mind with sights new and different from those associated with his daily labors.
Everyone needs a change of mental environment at regular periods, the same as a change and variety of food are essential. The mind becomes more alert, more elastic and more ready to work with speed and accuracy after it has been bathed in new ideas, outside of one’s own field of daily labor.
As a student of this course you will temporarily lay aside the set of ideas with which you perform your daily labors, and enter a field of entirely new (and in some instances, heretofore unheard-of) ideas.
Splendid! You will come out, at the other end of this course, with a new stock of ideas which will make you more efficient, more enthusiastic and more courageous, no matter in what sort of work you may be engaged.
Do not be afraid of new ideas! They may mean to you the difference between success and failure.
Some of the ideas introduced in this course will require no further explanation or proof of their soundness because they are familiar to practically everyone. Other ideas here introduced are new, and for that very reason many students of this philosophy may hesitate to accept them as sound.
Every principle described in this course has been thoroughly tested by the author, and the majority of the principles covered have been tested by scores of scientists and others who were quite capable of distinguishing between the merely theoretic and the practical.
For these reasons all principles here covered are known to be workable in the exact manner claimed for them. However, no student of this course is asked to accept any statement made in these lessons without having first satisfied himself or herself, by tests, experiments and analysis, that the statement is sound.
The major evil the student is requested to avoid is that of forming opinions without definite FACTS as the basis, which brings to mind Herbert Spencer’s famous admonition, in these words:
“There is a principle which is a bar against all information; which is proof against all argument; and which cannot fail to keep a man in everlasting ignorance. This principle is contempt prior to examination.”
Side note: By and Large, there is no such thing as “Something for Nothing.” In the long run you get exactly that for which you pay, whether you are buying an automobile or a loaf of bread.
It may be well to bear this principle in mind when you come to study the Law of the Master Mind described in these lessons. This law embodies an entirely new principle