The Psychology of SalesmanshipAtkinson, William Walker
Science
The Psychology of Salesmanship
Atkinson, William Walker
Selling -- Psychological aspects
"We know what it is to get out of bed on a freezing morning in a room
without a fire, and how the very vital principle within us protests
against the ordeal. Probably most persons have lain on certain mornings
for an hour at a time unable to brace themselves to the resolve. We
think how late we shall be, how the duties of the day will suffer; we
say, 'I _must_ get up, this is ignominious,' etc.; but still the warm
couch feels too delicious, the cold outside too cruel, and resolution
faints away and postpones itself again and again just as it seemed on
the verge of bursting the resistance and passing over into the decisive
act. Now how do we _ever_ get up under such circumstances? If I may
generalize from my own experience, we more often than not get up without
any struggle or decision at all. We suddenly find that we _have_ to get
up. A fortunate lapse of consciousness occurs; we forget both the warmth
and the cold; we fall into some reverie connected with the day's life,
in the course of which the idea flashes across us, 'Hello! I must lie
here no longer'--an idea which at that lucky instant awakens no
contradictory or paralyzing suggestions, and consequently produces
immediately its appropriate motor effects. It was our acute
consciousness of both the warmth and cold during the period of
struggle, which paralyzed our activity then and kept our idea of rising
in the condition of _wish_ and not of _will_. The moment these
inhibitory ideas ceased, the original idea exerted its effects. This
case seems to me to contain in miniature form the data for an entire
psychology of volition."
Prof. James, in another place, gives the following additional hint of
the process of transmuting the Decision into Action: "Let us call the
last idea which in the mind precedes the motor discharge, 'the
motor-cue' * * * There can be no doubt whatever that the cue may be an
image either of the resident or the remote kind."
Public-domain text, read in full here on John Shaqi.
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