William Walker Atkinson

Die Regeln aus "Licht auf dem Pfad" von Mabel Collins begegnen unz hligen Suchenden auf ihrem Weg - doch sie sind voller neuer R tsel und konfrontieren den Leser mit scheinbaren Widerspr chen. Die Erl uterungen von W. W. Atkinson, die nun erstmals in deutscher Sprache ver ffentlicht werden, geben dem Leser einen sicheren Schl ssel zum Verst ndnis dieses zeitlosen Textes in die Hand.

We have written this book to reach not only those who refuse to see the wonderful influence of the Mental States over the Physical Conditions, but also for our "metaphysical" friends who have become so enamored with the power of the Mind that they practically ignore the existence of the Body, indeed, in some cases, actually denying the existence of the latter. We believe that there is a sane middle-ground in "metaphysical healing," as there is in the material treatment of disease. In this case, not only does Truth lie between the two extremes, but it is composed of the blending and assimilation of the two opposing ideas and theories. But, even if the reader does not fully agree with us in our general theories and conclusions, he will find within the covers of this book a mass of facts which he may use in building up a new theory of his own. And, after all, what are theories but the threads upon which are strung the beads of facts-if our string does not meet with your approval, break it and string the beads of fact upon a thread of your own. Theories come, and theories go-but facts remain. To the mind of those who have contented themselves with merely the superficial aspects of things, these two things-mind and body; and mental states and physical conditions-seem to be as far apart as the two poles; seem to be opposites and contradictories impossible of reconciliation. But to those who have penetrated beneath the surface of things, these two apparent opposites are seen to be so closely related and inter-related-so blended and mingled together in manifestation-that it is practically impossible to scientifically determine where the one leaves off and the other begins. And so constant and close is their mutual action and reaction, that it often becomes impossible to state positively which is the cause and which the effect. When the subject of the influence of Mental States upon Physical Conditions is studied, one sees that the Physical Condition is merely the reflection of the Mental State, and the problem seems to be solved, the mystery of Health and Disease solved. But in this, as in everything else, there is seen to be an opposing phase-the other side of the shield. Let us look at the other side of the question: Just as we find that wherever there is living substance there is Mind, so do we find that we are unable to intelligently consider Mind unless as embodied in living substance. The idea of Mind, independent of its substantial embodiment, becomes a mere abstraction impossible of mental imaging-something like color independent of the colored substance, or light without the illuminated substance. And just as we find that Mental States influence Physical Conditions, so do we find that Physical Conditions influence Mental States. And, so the problem of Life, Health and Disease once more loses its simplicity, and the mystery again deepens. The deeper we dig into the subject, the more do we become impressed with the idea of the universal principle of Action and Reaction so apparent in all phenomena. The Mind acts upon the Body; the Body reacts upon the Mind; cause and effect become confused; the reasoning becomes circular-like a ring it has no beginning, no end; its beginning may be any place we may prefer, its ending likewise. The only reconciliation is to be found in the fundamental working hypothesis which holds that both Mind and Body-both Mental States and Physical Conditions-are the two aspects of something greater than either-the opposing poles of the same Reality. With the working hypothesis that Mind and Body are but varying aspects of the Truth-that Mind is the inner essence of the Body, and Body the outward manifestation of the Mind-we find ourselves on safe ground

In its phase of Salesmanship, the study of human nature along the lines of psychology, becomes a science. From the first to the last Salesmanship is a psychological subject. Every step in the process of a sale is a mental process. The mental attitude and mental expression of the salesman; the mental attitude and mental impression of the customer; the process of arousing the attention, awakening curiosity or interest, creating desire, satisfying the reason, and moving the will-all these are purely mental processes, and the study of them becomes a branch of the study of psychology. The display of goods on the counters, shelves, or windows of a store, or in the hands of the salesman on the road, must be based upon psychological principles. The argument of the salesman must not only be logical but must be so arranged and worded as to arouse certain feelings or faculties within the mind of the prospective buyer-this is psychology. And finally, the closing of the sale, in which the object is to arouse the will of the buyer into final favorable action-this also is psychology. From the entrance of the salesman to the final closing of the sale, each and every step is a psychological process. A sale is the action and reaction of mind upon mind, according to well established psychological principles and rules. Salesmanship is essentially a psychological science as all must admit who will give to the subject a logical consideration. To those who object to the term "psychology" because of its newness and unfamiliar sound, we do not care to urge the term. Let such cling to their old term of "human nature," remembering however that "human nature" is essentially mental. A dead man, a man asleep or in a trance, or an idiot, manifests no "human nature" in the sense the word is generally used. A man must be alive, wide awake, and in possession of his senses, before he is able to manifest "human nature," and before his "human nature" may be appealed to according to the well-known principles. "Human nature" cannot be divorced from psychology, try as we may. We do not for a moment wish to imply that Salesmanship is entirely dependent upon a knowledge of psychology. There are other factors concerned. For instance, the salesman must possess a practical knowledge of his goods; of the seasons; of the trend of fashion in relation to his line; of the adaptability of certain goods for certain sections. But, waiving for the moment the point that even these are concerned with the mind of people at the last, and admitting that they may be considered as independent of psychology, all of these points will avail nothing if the salesman violates the psychological principles of the sale. Give such a man the best goods, of the best house, with a thorough knowledge of the requirements of the trade and the goods themselves, and send him forth to sell those goods. The result will be that his sales will fall below the mark of a man far less well equipped in other respects but who understands the psychology of salesmanship, either intuitively or else by conscious acquirement. Inasmuch as the essence of Salesmanship is the employment of the proper psychological principles, does it not seem imperative that the salesman should know something of the Mind of Man-the instrument upon which he must play in plying his vocation? Should not the salesman possess the same kind of knowledge of his instrument as does the musician, the mechanic, the artisan, the artist? What would be thought of one who would expect to become an expert swordsman without a knowledge of the principles of fencing, or of one who would expect to become a boxer without mastering the established principle of boxing? The instruments of the salesman are his own mind and the mind of his customers. He should acquaint himself thoroughly with both.