by Napoleon Hill
Available in 122 free installments
Owner:
George Johnson trained, encouraged, inspired, and financed a salesman whom we will call John Black.
George had complete confidence in John. He liked him. He gave him a break. He let him service his best customers ? long established accounts. In the company contract it was agreed that in the event of termination the salesman would in no way molest the company's business or interfere with its sales organization. Mr. Johnson gave Black the book Think and Grow Rich. It motivated John to action ? the wrong action! John didn't read what was unwritten. His only interest was the acquisition of money. He believed the end justified any means. Because of his negative standards he responded aggressively with a negative mental attitude.
"George Johnson is just like a father to me. Yes, I think of him as a father," the salesman said, but at the same time he secretly planned to transfer the company's customers and sales force to a competing concern for ? money.
John was welcomed in the homes of his fellow salesmen. For they were unaware of his thoughts or plans. When he called at their homes he relied upon the honesty and decency of the individuals to live up to a promise and not to betray his secret. He would ask, "How would you like to double your earnings? How would you like to have greater security?" The response would be: "Sounds good! What's it all about?"
Black would answer, "I don't want anyone to upset the apple cart; therefore, I'll tell you only if you promise me on your honor not to tell anyone. Do you make a solemn promise?"
When the answer was yes, he endeavored to entice them over to the competing organization. He tried to neutralize their pangs of conscience by referring to real or imaginary dissatisfactions.
The other salesmen were "on the spot." On the one hand, they had given John their solemn promise not to tell what he was doing. On the other hand, they knew what he was doing would be harmful to their employer. And they owed a greater loyalty to George Johnson and the organization he represented.
The salesmen had the courage to try to clear the cobwebs of John's thinking and to show him that what he was contemplating was not right. When he didn't respond but persisted in his own way, they knew what to do: They gave George Johnson the facts. They chose adherence to courage, honesty, and loyalty. They knew how to decide between right and wrong when one virtue was in conflict with another.
There are many such conflicts. In your life you will be faced with the necessity to make decisions in instances where virtues are in conflict with other virtues. And what will your decision be? Perhaps the following will aid you:
Do that which your conscience tells you will not develop a guilt feeling. It's the right thing to do. To assist you in coming to the right decision under such circumstances, complete the Success Quotient Analysis in the following chapter.
PILOT NO. 19 Thoughts to Steer By
1. You have a guilt feeling. That's good! But get rid of that guilt feeling!
2. To get rid of that guilt feeling, make amends.
3. A recommended formula to help you get rid of guilt is:
(a) Listen to advice, a lecture, sermon, etc., and relate and assimilate the principles.
(b) Count your blessings and thank God for them.
(c) Then become truly sorry for your wrongdoings. True sorrow necessarily incorporates a sincere decision to stop the wrongdoing.
(d) Take the first step forward: Acknowledge your guilt and your intention to make amends.
(e) Make amends insofar as you are able.
(f) Memorize, understand and try to apply the Golden Rule in your dealings with others.
4. Anything which deters you from noble achievements in life should be cast aside.
5. Character can be caught and taught.
6. What do you do when two virtues are in conflict with one another?
7. The burden is upon you to find what is right or wrong, and to know what is good or evil under a given circumstance and at a given time. One of the best ways to learn is to expose yourself with regularity to a religious environment, and to seek Divine Guidance daily.
YOU HAVE A GUILT FEELING ? THAT'S GOOD. BUT GET RID OF THAT GUILT FEELING!
PARTV
Action Please!
NEGLIGENCE
Remember that you and you alone can eliminate your real limitations when you learn and employ the art of motivation with PMA. These limitations are:
1. A negative mental attitude and your neglect to change to a positive mental attitude
2. Ignorance, through your neglect, to learn how to use the powers of your mind
