Psycho Cybernetics (a video book) – 11 chapter 3 – powerful medicine
Restored from the Empower Network archive (2011–2017), lightly edited to meet our current advertising standards. Views are the original author’s.
I learned how to play golf in high school! It was an actual P.E. class in my high school. Had a lot of fun messing it up but didn’t get very good… then, I took lessons with my girl friend when we were in our 30′s and she wanted to learn how to play (advantage for her work). I was really good at it! But, didn’t really know why… it was shortly after reading this book…
Back then, I still didn’t get it! I didn’t get that these practices need to be used EVERYWHERE, every day. I get it now.
Here is the text of what was read today:
Mental Pictures Are Powerful Medicine
Kay Porter, Ph.D. and Judy Foster, authors of The Mental Athlete:
Inner Training for Peak PeifOrmance, provided an excellent, detailed prescription for relieving pain and accelerating recovery from injury.In an article in Tennis World Magazine, they noted “an important element of self-healing is a mental image that projects a positive future outcome. This visualization stimulates your mind and body and creates an intention to heal … through mental imagery, it is possible to alter the body’s autonomic physiological responses.
When you use imagination, mental pictures and suggestion, you can communicate with your body and make it respond.”
Make no mistake: This is medical, scientific truth not mumbo-jumbo.If every hospital patient and every person entering physical rehabilitation were given a copy of Psycho-Cybernetics, they would be considerably better off. Keep this in mind if you ever have a loved one or friend in such circumstances.
This article is so revealing and useful, we’ve posted more extensive excerpts at the Psycho-Cybernetics Foundation’s web site, www.psychocybernetics.com, should you care to read it or refer a friend to it. (You will also find other articles, book reviews and book excerpts directy related to this book, in a special section of this web site.)
Mental Pictures Can Help You Sell ata Higher level
Roth told how a group of salespeople in Detroit who tried a new idea increased their sales 100%. Another group in New York increased their sales by . 150%. And individual salespeople, using the same idea, had increased their sales up to 400%. And what is this magic that accomplishes so much for salespeople? From Mr. Roth’s book:
It is something called role-playing, and you should know about it, because if you will let it, it may help you to double your sales.
What is role-playing?Well it is simply imagining yourself in various sales situations, then solving them in your mind, until you know what to say and what to do whenever the situation comes up in real life.
The reason why it accomplishes so much is that selling is simply a matter of situations. One is created every time you talk to a customer. He says something or asks a question or raises an objection. If you always know how to counter what he says or answer his question or handle the objection, you make sales …
A role-playing salesman, at night when he i~ alone, will create these situations. He will imagine the prospect throwing the widest kind of curves at him. Then he will work out the best answer to them …No matter what the situation is, you can prepare for it before-hand by means of imagining yourself and your prospect face to face while he is raising objections and. creating problems and you are handling · them properly.
I suspect Mr. Roth’s book is now out of print.
its title telegraphs its age. But countless sales books, sales training programs, and professional sales trainers have since incorporated this idea into their methods and advice to sales professionals. In fact, if you are engaged in the field of selling, you’ve undoubtedly participated in actual role-playing in the classroom, in the seminar room, or at a sales meeting, and may have then practiced with a colleague or a spouse.What you may not have realized is that moving the role-playing from the seminar room to the Theater of the Mind can be just as effective, and arguably more effective because you can progress from fumbling awkwardness and uncertainty to “perfection” and success. You can then rehearse only that drama repetitively until it becomes “second nature” and your real selling experiences so closely mirror those practiced perfectly in your imagination that they are deja vu.
If you view “negotiation” as high-level selling, then this story demonstrates this well. It is a letter I received from, a professional brought in by a company to represent it in a very complex and challenging negotiation with millions of dollars at stake, with the CEO of a public company, famous for being difficult. While I cannot reveal the names involved, I assure you the letter is in my possession. Here it is, excerpted in part:
Dear Dr. Maltz,
… since I had the luxury of several weeks to prepare for our first meeting that would take place behind closed doors, I immersed myself in preparation by studying everything I could obtain about this man. I read a book he had written, books and articles about him, watched video tapes of interviews with him from TV networks and programs, analyzed his biography, and ultimately produced a walking, talking replica of him in my imagination, so that I could carry on conversations with him. I did not have means to have someone else ably act as this person in actual role-play, as politicians do when preparing for debates, so instead I created an imaginary clone.Frankly I chose not to let any of my associates know exactly what I was doing, for fear of having the men in white coats called! My client might have had second thoughts about entrusting this high-wire negotiation to a someone who had an “imaginary man” he was talking with for hours each day.
Anyway, I followed the instru~tions I found in your book, PsychoCybernetics, as inspiration for my approach. After constructing this imaginary person, I then spent hours in what you call “The Theater of the Mind” actually playing out the meeting and dialogue we would have, myself the scriptwriter, director, lead actor and observer, which I found difficult at first, but less difficult as I stayed with it. Soon I found my imagined clone actively raising issues, questions and arguments on his own. Once I recall sitting in my easy chair, eyes closed, immersed in this imaginary meeting, catching myself losing my temper and pounding my fist on the arm of the chair!
As this evolved into a ‘mental movie’ with a successful outcome, I transitioned into re-playing that identical movie repeatedly. I even went so far, after many viewings, to write it out word for word, as if a courtroom transcriptionist was there to accurately record our conversation word for word.
Here is what is remarkable: when the actual meeting took place, not only did it follow my script in order and flow, and not only did I voice things exactly as I had many times in the mental movie as you might expect, but he also performed as if working from the very same script!
In his letter, he goes on to describe a very successful outcome, the earning of a substantial fee. By the way, I received this letter in 1974, 14 years after the first publication of my book. He made mention of noting its copyright and at first questioning how relevant and beneficial such “old” techniques might be. You may very well be reading this book 30 or 40 years after its first edition, and even after I have left the living. It will not matter.
These techniques will be used by top professionals in every field of endeavor long after the bulky computer has been reduced to a device you can wear on your arm like a wristwatch.
There is now a book based on Psycho-Cybernetics specifically for professional salespeople: Zero Resistance Selling, published by
Prentice-Hall, and available in bookstores, from online booksellers, or at www.psycho-cybernetics.com.Use Mental Pictures to Get a Better Job
The late William Moulton Marston, well-known psychologist, recommended what he called “rehearsal practice” to men and women who came to him for help in job advancement. If you have an important interview coming up, such as making an application for a job, his advice was: plan for the interview in advance. Go over in your mind all the various questions that are likely to be asked. Think about the answers you are going to give. Then rehearse the interview in your mind. Even if none of the questions you have rehearsed come up, the rehearsal practice will still work wonders. It gives you confidence. And even though real life has no set lines to be recited like a stage play, rehearsal practice will help you to ad lib and react spontaneously to whatever situation you find yourself in, because you have practiced reacting spontaneously.
This should come as no surprise, based on everything I just had to say about mental rehearsal for sales professionals: In a job interview, you are selling yourself. You are the product and its sales representative.
Like the negotiator, you may even have the luxury of time-several weeks, maybe even several months-to plan and prepare to search for a new or better position. If so, by all means use it to your advantage by using your imagination to construct and rehearse the “perfect” job interview, so that when the actual interviews take place, you’ll be relaxed, confident, and comfortable.
A Concert Pianist Practices In His Head!
Arthur Schnabel, the world famous concert pianist, took lessons for only seven years. He hated practice and seldom practiced for any length of time at the actual piano keyboard. When questioned about his small amount of practice, as compared with other concert pianists, he said, “I practice in my head.”
C. G. Kop, of Holland, a recognized authority on teaching piano recommended that all pianists “practice in their heads.” A new composition, he says, should be first gone over in the mind. It should be memorized and played in the mind before ever touching fingers to the keyboard.
“Practicing in the head” has actually become the basis for quite a bit of modern piano instruction. Composer, performer, and instructor, Patty Carlson achieved considerable fame promoting her “How to Play Piano Overnight” video program, in which she teaches people how to “feel” the music rather than learning to read sheet music and engage in tedious practice.
Imagination Practice Can Lower Your Golf Score
Golf has become an enormously popular recreation, and there’s a long relationship between golf and Psycho-Cybernetics. I’ve already mentioned the. great Jack Nicklaus’ mental rehearsal as just one example.
Time Magazine reported that, when Ben Hogan was playing in a tournament, he mentally rehearsed each shot, just before making it He made the shot perfectly in his imagination-felt the chibhead strike the ball just as it should, felt himself performing the perfect follow-through-and then stepped up to the ball, and depended on what he called “muscle memory” to carry out the shot just as he imagined it Ben Hogan was ahead of the curve of modern golf psychology, which has become an industry unto itself and is largely based on visualization and relaxation techniques.
Alex Morrison, perhaps the best-known golf instructor in the world at the time I was writing the first edition of this book, actually worked out a system of mental practice to improve your golf score while sitting in an easy chair and practicing mentally what he called the Seven Morrison Keys. According to Morrison, the mental side of golf represents 90% of the game, the physical side 8%, and the mechanical side 2 %. In his book, Better Golf Without Practice, Morrison told how he taught Lew Lehr to break 90 for the first time, with no actual practice whatsoever!
Morrison had Lehr sit in an easy chair in his living room and relax while he demonstrated for him the correct swing and gave a brief lecture on the Morrison Keys. Lehr was instructed to engage in no actual practice on the links, but instead spend five minutes each day, relaxing in his easy chair, visualizing himself attending to the Keys correctly.
Morrison goes on to report how several days later, with no physical preparation whatever, Lehr joined his regular foursome, and amazed them by shooting 9 holes with an even par, 36.
The core of the Morrison system is, “You must have a clear mental picture of the correct thing before you can do it successfully.”
Morrison, by this method, enabled many celebrities to chop as many as 10 to 12 strokes off their scores.
So, now we have the ultimate ‘how to play and win at golf’ strategy! And, it works for anything else you desire… just where can you put this technique to work in your life?
Interested in your own copy? Get it here
And with that, we will meet again next time with a continuance of chapter 3 beginning at the section Clearly See the Target. and Let Your Automatic Success Mechanism Take Care of the Details
Until then, keep smiling,
Work With Prosperity Team – Your Opportunity
p.s. why I joined the Empower Network (listen here)
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