#1772 - Monday, April 19, 2004 - Editor: Jerry
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ZenWise Selling: Mindful Methods to Improve Your Sales ... and Your
Self, by Lee Godden.
Lee Godden is a sales trainer, speaker and long time Zen practitioner. He
has directed sales for Compaq and other Fortune 500 companies.
This is a very good book for salespeople and sales managers who wish
to bring a discipline of meditation and mindfulness to their craft. It is
intended for people who have heard about Zen and meditation, but
know little or nothing about them. Godden teaches you.
The bulk of the book is about how to sell, which is a complex subject.
Godden deals with the fine points of sales and its challenges. The
book is geared to someone new to sales, fairly new to sales, someone
returning to square one in order to avoid sales burn-out, someone coming out of
sales burn-out and starting fresh.
There is enough depth in the sales teachings such that anyone selling
anything in any way, or managing a team of salespeople, could learn and
re-learn the principles of sales. Added to that is the Zen/meditation component,
which is what makes this sales book unique. Godden delivers the nuts and
bolts of sales and meditation technique.
"Appendix A" is a 13-page history of Zen. It briefly tells the story
of Buddha and lists the Noble Truths and the Eightfold Path. Zen in Japan
is discussed as well as brief mention of Zen in Taoism, Christianity
and Judaism, in the workplace and in the modern world. Like the body of the
book, it is a concise and "no-nonsense" while being very readable.
"Appendix B" provides a list of the best books on Zen, the best websites on
Zen, and the websites of several dozen Zen retreats worldwide. Besides the
engaged writing style, these two appendices offer another way of
demonstrating the author's immersion into Zen.
I recommend this book for people new to the concepts of meditation and
Zen perspective, and who wish to incorporate them into their learning or
re-learning of the fine points of sales.
Here are some excerpts:
"My central message is that salespeople who understand themselves well, and
who live in accordance with their values, are seen by customers as
compassionate, ethical and helpful...in other words, the type of salesperson
with whom most customers prefer to do business."
"The mindful salesperson:
-- Your professional desires and goals are in accordance with your personal
-- You communicate with -- and treat -- others in accordance with your
-- Your expectations of others are in line with their abilities, uniqueness
and freedom of choice.
-- You accept fear and failure as necessary components of personal growth,
in both yourself and others."
"To use a baseball analogy, the trick isn't in eliminating life's curve
balls. You can't control what the pitcher -- or life -- throws at you. The trick
is to see each pitch through crystal clear eyes, and to develop, through
disciplined practice, skills that enable you to quickly, calmly and confidently
choose if and how you're going to swing in response."
"Beginner's mind, when used by a sales professional, is an opportunity for
a deep connection with a customer. a difficult aspect of beginner's mind is
shedding the been-there-done-that approach to any given sales situation. Knowing
the tricks of the trade, including the arrogant and optimistic ability to "read
a customer like a book" does more to limit a sales experience that to expand
Reviewed by Jerry Katz
Don't even ask how I put together sales, starvation, and Jack
Kerouac...just keep reading...
Low-calorie diet has protective effect
April 21, 2004
SEVERELY restricting calorie consumption can
drastically reduce the
risk of developing
diabetes, a heart attack or a stroke, according
study published Monday.
Researchers at Washington University School of
Medicine in St. Louis,
Missouri, found that the
people in their 50s or 60s who adopted a
low-calorie diet experienced the same risks as
people who were decades
"It's very clear from these findings that calorie
restriction has a
powerful, protective effect
against diseases associated with aging," said
John Holloszy, a professor of medicine who led
the study published in
the Proceedings of the
National Academy of Sciences.
"We don't know how long each individual actually
will end up living,
but they certainly have a
much longer life expectancy than average because
they're most likely not going to die from a heart
attack, stroke or
diabetes," Holloszy said.
Eighteen people ages 35 to 82 who participated in
the study were under
a low-calorie diet for three
to 15 years. They were compared to a similar
group of 18 people who had a typical "Western"
The low-calorie diet group consumed 1,100 to
1,950 calories per day,
depending on individuals'
height, weight and gender. Of the calories, 26
per cent consisted of protein, 28 per cent fat
and 46 per cent complex
The Western diet group ate between 1,975 and
3,550 calories a day, and
consisted of 18 percent
protein, 32 percent fat and 50 percent
carbohydrates, including starches.
That night in Harrisburg I had to sleep in the railroad station on a
bench; at dawn the station masters threw me out. Isn't it true that you start
your life a sweet child believing in everything under your father's roof? Then
comes the day of the Laodiceans, when you know you are wrteched and
miserable and poor and blind and naked, and with the visage of a gruesome
grieving ghost you go shuddering through nightmare life. I stumbled haggardly
out of the station; I had no more control. All I could see of the morning was a
whiteness like the whiteness of the tomb. I was starving to death. All I had
left in the form of calories were the last of the cough drops I'd bought in
Shelton, Nebraska, months ago; these I sucked for their sugar. I didn't know how
to panhandle. I stumbled out of town with barely enough strength to reach the
city limits. I knew I'd be arrested if I spent another night in Harrisburg.
Cursed city! The ride I proceeded to get was with a skinny, haggard man who
believed in controlled starvation for the sake of health. When I told him I was
starving to death as we rolled east he said, "Fine, fine, there's nothing
better for you. I myself haven't eaten for three days. I'm going to live to be a
hundred and fifty years old." He was a bag of bones, a floppy doll, a broken
stick, a maniac. I might have gotten a ride with an affluent fat man who'd say,
"Let's stop at this restaurant and have some pork chops and beans." No, I had to
get a ride that morning with a maniac who believed in controlled starvation for
the sake of health. After a hundred miles he grew lenient and too out
bean-and-butter sandwiches from the back of the car. They were hidden among his
salesman samples. He was selling plumbing fixtures around Pennsylvania. I
devoured the bread and butter. Suddenly I began to laugh. I was all alone in the
car, wating for him as he made business calls in Allentown, and I laughed and
laughted. Gad, I was sick and tired of life. But the madman drove me home to New
On The Road, Jack Kerouac
From Source to Source: an Endless
Contributed by a reader of The Highlights
Advaita uses certain metaphors to illustrate the nature of 'reality'.
One of these is the 'gold' metaphor: "objects in the world are
portrayed as different pieces of gold jewellery. When the form is
down, the gold remains unchanged".
This illustrates the ideas that
'reality is one', and that 'in its
essence, it is ever unchanged -
regardless of the forms it appears to
This pointing is clear.
However, some writings go further, indicating an apparent belief that
there really is 'self stuff' which is moulded and formed into shapes,
like pieces on a chessboard.
Sometimes connected with this, is the
idea that these forms
are 'enlivened' by the 'life-force' making them move,
them 'individual awareness' - a bit like electricity powering a
In this case, the object is seen as having some
'independent reality', with the 'life-force' being a
simple 'motive force'.
This leads to the idea that the 'body' is a 'bit of self stuff' and
that 'awareness is somehow generated through the action of the
force within the body'. It is then assumed that 'this individual
awareness looks out of the eyes of the body - seeing other bits of
stuff forming the world, including other bodies'.
This extension of the
original metaphor leads astray.
Here is another story:
seated in a room. On the other side of the room is a door. It
is a lucid
You say to yourself, this is a dream. It is all imagined, there
really is nothing on the other side of the door.
The door opens and
you see into a beautiful garden. You get up and
walk through the door into
the garden. You smell the warm humus and
damp earth, and the perfume of the
flowers. You feel the dew on your
skin as you brush through the foliage,
startling at the cry of a
strange bird as it flutters into the treetops.
Reaching out, you pick
a yellow fruit and smile at its bitter/sweet flavour.
As you move through this dream world, you are aware of your dream
body. You know you are not in this 'dream-body', it is a part of the
dream - 'in you'. Yet the dream body appears to be 'your body'.
'your perspective', there is no head visible, just arms, legs
And, as your dream body contacts dream objects, there is
the feeling of
'body touching object'. It all seems very real, though
you know it is not.
In this lucid dream, it is clear that it is the whole scene (not just
the dream body) that is inseparable from who 'you' seem to be. 'You'
defined by the whole experience: "I am walking through a garden
the flowers, birds and fruits". If instead, there were
the walls of a prison
and the thought: 'I am a prisoner' - so it
would seem to be.
apparent dream state, it is clear: "observer and observed are
Everything seen is 'in' the seeing.
The clarity has
faded and all that remains is a memory.
There was no room, nor any door,
nor any garden beyond. There was
no 'dream stuff' forming the dream world
into some pseudo 3
There were colours, and
odours, and feelings, and flavours and sounds
and the ideas that gave these
sensations meaning - thereby 'creating'
your dream world. What is the
essence of these sensations and ideas
cannot be said.
Now you are
The seeing that saw the dream world is the same seeing that now
The hearing that heard the dream world is the
same hearing that now
hears. No different.
The tasting that tasted
the dream world is the same tasting that now
tastes. No different.
The feeling that felt the dream world is the same feeling that now
feels. No different.
The smelling that smelled the dream world is
the same smelling that
now smells. No different.
The knowing that
knew the dream world is the same knowing that now
knows. No different.
The senses and the knowing do not look upon a 'waking world out there',
any more than they look out on the dream world.
There is no 'stuff',
dream or otherwise, that 'forms objects into
separate 3 dimensional entities
in space and time'.
It is a world of appearance - not separate from
What is seen and heard and felt and smelled and tasted and
known is neither 'out there', nor 'in here'. It cannot be located
space or time. Nor in relation to any 'observer', for the 'observer
and observed are one'.
You seem now to be in a room and there is a
door. You believe that
through the door there is a world, and that if you
get up and go
through the door you will see it for yourself.
you get up and walk through the door - there it is, just as
you believe: no
different than in the dream.
Who is the 'you' that gets up? It is 'your
waking body'. This seeming
body has no more reality than the seeming body in
the dream. That
which sees and experiences both 'seeming bodies', is no
Identifying with the seeming body, you seem to be a person
a world: an individual ego. Identifying with the whole experience
seem to be the world itself: a universal ego.
Yet that which is,
is neither this nor that. It is after all
mean that the world has no reality apart from the image?
But that is a story for another day.
The following is an excerpt from my new book (not
yet published), The
Teachings of Yama: A
Conversation with Death. One can find more
and my other writings and artwork at www.janakastagnaro.com
. Thank you. Keep
~ ~ ~
An excerpt from The Teachings of Yama: A
Death, by Janaka Stagnaro
“Dear Teacher, you brought me into that hall
where individuals were
engaged in activities and
showed me that they do not lead one from your
grasp. Is there any activity that aids in
developing character?” I said
“Of course, but engaging in activity, no matter
what the action, one
needs to give up the idea
that I am doing it.
“Selfless service is best, thinking not about
what is to be gained; yet
just doing one’s work
“Does this work need be philanthropic, like
feeding the poor?”
“Certainly feeding the poor and such other kind,
caring work is good to
do. It will help open
one’s heart and allow it to expand beyond the
limited needs of one’s self into the greater
needs of others.
“However let me show you something.”
We stood in a balcony of a palace looking down
upon a great garden. In
the middle of the garden
was a maze of hedgerows.
Very complicated was the design, with twists and
turns and lots of dead
ends. In the center was a
And in that circle, written in the bloom of
flowers, was the word
Standing on high I could see various individuals
wandering lost in the
maze in their search for
the center. I shook my head in dismay at their
plight, for the maze seemed impossible.
“Is it possible to reach the center?” I asked.
Then I noticed a man in simple work clothes
carrying a few garden
tools. He walked with calm
steady steps upon a narrow, well-worn
path(totally unseen by the other frantic seekers)
that led from the
periphery straight to the
“What is that path?” I asked.
“Oh that. It is simply the path the gardener
takes everyday to do his
work in tending the
“You mean gardening is the direct path to
Buddhahood?” I asked
“No wonder I work so hard as Death,” said Yama,
shaking his head, “the
way you humans take things
“The gardener does his duty tending to the
flowers daily. Unlike the
others in the maze he
thinks not about reaching some enlightened state
in some far off moment; he thinks not about where
he has been.
“He is simple.
“The maze is nothing but the mind that constantly
creates an amazing
world to fascinate and
hypnotize, creating dead ends and winding
“Look closer at the maze.”
I did. From a trick I learned as a child I tried
to follow a pathway
from the center to the
beginning at the periphery.
“Hey wait a minute! There is no way to reach the
center by the maze!”
“Such is the mind.”
New Swami Satchidananda Web Site
There is now a web
site dedicated to sharing the life, wisdom, and
work of the great modern day
saint H.H. Sri Gurudev Swami
Satchidananda. Here is the URL of the
my humble opinion, Swamiji's organization, the Integral Yoga
one of the most valuable resources anywhere sharing
yoga and meditation
knowledge, and well worth checking out if you are
looking for righteous
instruction. Their URL is http://www.yogaville.org
Bob Rose, President,
Meditation Society of America