I hate sales. It was spring of 2006. Like many about to be college graduates there were choices to make. On a recommendation and referral from a personal friend I decided to take a sales job. I hated sales. The role was to help small business owners develop and grow their businesses through software and marketing tools. I would travel the globe (which was awesome!) and get to know a wide variety of people and businesses. I learned to ask questions. I learned to focus on the pain and then find a remedy for that pain. I worked hard to learn how to sell – and now I try and continue to keep learning how to sell everyday.

My official stance is I still hate sales. Yet, I fell in love with the process… After a few months on the job I realized sales is all about helping other people. I love getting to know other people. I love solving problems. I love helping others.When you sell, if it is only for your benefit you still can do very well, yet many of us are not built that way. We need to feel like we are adding value, like we are productive.

There are countless ways that you can serve and help others. There are numerous products and services you can promote and sell. As long as you feel good about yourself and the end results are wins for all involved everything you do in sales can then be for the sole purpose of helping other people. Once I realized this, my ability and desire to help more people skyrocketed. The sales flew in – my eyes were opened

.

“You can have everything in life you want, if you will just help enough other people get what they want.” – Zig Ziglar

The CEO and Founder of Hearsay Social Clara Shih said:

“Whether in financial services or any industry, customers appreciate businesses(sales reps) who understand their needs and provide personalized service.”

Since that first job I have grown to love the selling process: the act of discovering needs, providing solutions, and then prompting positive action.

“When you work hard, serve and help people, and try to change their lives – Amazing things will happen.” – Russell Brunson

All business requires sales (internal ideas, external products, etc…). When consulting or selling (they should be the same thing right…?) make sure to askopen-ended questions that:

• Require deeper thinking to be answered.
• Build trust through expertise.
• Cannot be answered with just a yes or no.
• Do not manipulate, control or pressure.
• Enable more conversation.
• Begin with the words “what”, “how”, “when,” “why” or “where.”
• Encourage the other person to express feelings.

Most of these ideas are common sense, yet in business situations we often forget about the person and think solely on the product, on the deal, or on the sale. Caring for others opens doors that were previously closed. Finding ways to help allows us to become an asset rather than an annoyance.

When you are trying to help others not everyone is going to accept what you have to offer. But, when your desire to help other people is LARGER than the fear and pain of rejection that is when your sales career can truly take off:

“One of the best predictors of ultimate success in either sales or non-sales selling isn’t natural talent or even industry expertise, but how you explain your failures and rejections.” – Daniel H. Pink

It really comes down to your mindset and the meaning you create:

“Human beings have the awesome ability to take any experience of their lives and create a meaning that disempowers them or one that can literally save their lives.” – Tony Robbins

Sales is helping other people. Find out their story and help them create the journey they want. Once you know the story of your customer, then you can share your own story. Don’t just throw up information. Tell a story. Professor and Bestselling Author Jonah Berger teaches:

“…when carefully designed, stories also serve a larger purpose. They illustrate the main point of an argument in a way information alone can’t.”

Helping others through questions and stories are the ingredients that allow you to sell well. The process is:

1. Discover the Needs (ask questions)
2. Provide Solutions (stories)
3. Encourage Positive Action (close and follow-up with support)

by Mareo McCracken

Managers manage. Performers perform. Teachers teach. Leaders lead – and leaders perform, and leaders manage, and leaders solve problems, and leaders teach, and…etc.

What allows a leader to do so much, to be so much?? It could be empathy.

Empathy is like reading someone else’s story. It is being one with the events, the feelings, the characters and then working to feel the emotions of those characters. It is living life not just with others, but involved with specific and sincere concern by: observing, listening, and understanding.

After three years of research, Professor Ernest J Wilson III and a few colleagues at USC found that there are 5 attributes business leaders need in today’s economy:

1. Adaptability
2. Cultural competence (the capacity to think, act, and move across multiple borders)
3. 360-degree thinking (holistic understanding, capable of recognizing patterns of problems and their solutions)
4. Intellectual Curiosity
5. Empathy

In an HBR article, Mr. Wilson goes on to say that:

 “… When we reported the results of our research to other leaders, many said empathy was the most important of the five attributes we had uncovered.”

Empathy is a strongly developed emotional intelligence that is very related to cultural competence. Empathy is the ability to see the world through others’ eyes – to understand their personal perspectives. Empathy is not a skill to be perfected, but rather an on-going deep interest in the other person, especially when it comes to understanding their unique choices and cultural preferences.

“Empathy is a respectful understanding of what others are experiencing. Instead of offering empathy, we often have a strong urge to give advice or reassurance and to explain our own position or feeling. Empathy, however, calls upon us to empty our mind and listen to others with our whole being.” – Marshall Rosenberg

While integrity is the keystone of sustainable business, empathy is the keystone of leadership and sustainable relationships.

Empathy is what drives effective leadership. It is not the only driver, but the final touch to great leadership, the keystone. Many people are great performers. Still, others might have vision

. But without the ability to share that vision and help others follow, that vision and performance is often wasted. Empathy allows the leader to make their message resonate with the team. Empathy alone will not lead to success. Without adaptability, empathy will not help you adjust to new situations that are out of your control. Without being able to recognize patterns, problems, and solutions empathy will not help you think logically or see clearly. When empathy is combined with other skills, qualities and leadership traits – then success can be found. Plus, the more empathy we have the more happiness, peace, and joy we can bring to our lives, as well as the lives of others.

by Mareo McCracken

 

Selling and closing business requires connection, trust, and need. If you know you have met the need and solved the problem with your solution – then focusing on the relationship is the key to building trust. In cross-cultural business situations building trust is often a big obstacle.

In order to build trust it is important to remember that listening is always better than talking. By listening you will be able to learn the things that your contact values, desires, and needs. They will feel respected and in return begin to trust. In addition to being able to listen well it is also important to remember these four ideas:

Be Flexible. It is always better to be more flexible with your ideas, solutions, and concepts then strict when trying to build relationships

. Learning to be open to new ideas increases the likelihood of cross-cultural relationships being developed.

Learn: Dive Deep into Cultural Differences to Learn. The surface does not paint the whole picture—language, clothing, food, —are far less important than the things that are behind the scenes, the meanings and implications can go much deeper. Navigating the differences requires an investment of interest, genuine care, and time. The more questions asked, the deeper the relationship will be.

Focus on Similarities. Stereotypes are often the first tool used when dealing with people we are not 100% familiar with. Stereotypes might be accurate to a degree, but they ignore the individuality of the person we are working to build a relationship with. Often it is more useful to look at what the two parties share in common. For every stereotype, there is a person underneath. The key is to keep learning, keep asking questions in order to find areas of common interest.

Meet Face-to-Face as Much as Possible. In today’s virtual world connecting is easier than ever before, but so is loosing that personal connection. Skype, phone calls, emails, texts. LinkedIn, Twitter – they all help us stay connected. Nothing can replace face-to-face conversation. Being able to feel the energy, understand the body language, and look someone in the eye are priceless moments that can build long lasting cross-cultural relationships.

Cross-cultural business is hard to manage. Emotionally intelligent and self-aware people with a passion for cross-cultural relationships, are better suited to avoid misunderstandings, win trust, and close business. True breakthroughs, innovation and collaboration comes from working with a diverse group of people. Our ability to understand that ‘people are different’ and then transform that understanding into ‘we know how to work together, and our different cultures help us create better solutions’ is crucial to creating successful collaboration across clients, teams, cultures, and companies.

How have you been able to succeed in cross-cultural business situations?

Please share your experience and comments below. 

Extra: A great source of diagrams for dealing with cross-cultural negotiations can be found here.

A few other articles you might find interesting/helpful:

1. Three E’s For Success

2. Investing in Others and Yourself

3. Why Selfishness Hurts Your Career

4. How I Blew a Great Opportunity and What I Learned Along The Way

5. Fire of Success

Words don’t actually change people. Actions change people. Words help us take action. Read positive words. Take correct action. Be better. Get better.

Here are 26 truthful gems for your personal and professional development:

1. “A real decision is measured by the fact that you’ve taken a new action. If there’s no action, you haven’t truly decided.” – Tony Robbins
2. “Attitude is a little thing that makes a big difference.” – Winston Churchill
3. “Beliefs have the power to create and the power to destroy

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   . Human beings have the awesome ability to take any experience of their lives and create a meaning that disempowers them or one that can literally save their lives.” – Tony Robbins

4. “BELIEVE IN YOURSELF! Have faith in your abilities! Without a humble but reasonable confidence in your own powers you cannot be successful or happy. But with sound self-confidence you can succeed. A sense of inferiority and inadequacy interferes with the attainment of your hopes, but self-confidence leads to self-realization and successful achievement.” ― Norman Vincent Peale
5. “Courage is what it takes to stand up and speak. Courage is also what it takes to sit down and listen.” – Winston Churchill
6. “Formulate and stamp indelibly on your mind a mental picture of yourself as succeeding. Hold this picture tenaciously. Never permit it to fade. Your mind will seek to develop the picture… Do not build up obstacles in your imagination.” ― Norman Vincent Peale
7. “I am easily satisfied with the very best.” – Winston Churchill
8. “I challenge you to make your life a masterpiece. I challenge you to join the ranks of those people who live what they teach, who walk their talk.” – Tony Robbins
9. “I discovered a long time ago that if I helped enough people get what they wanted, I would always get what I wanted and I would never have to worry.”– Tony Robbins
10. “If you do what you’ve always done, you’ll get what you’ve always gotten.” – Tony Robbins
11. “If you want to be successful, find someone who has achieved the results you want and copy what they do and you’ll achieve the same results.” – Tony Robbins
12. “In life you need either inspiration or desperation.” – Tony Robbins
13. “It is in your moments of decision that your destiny is shaped.” – Tony Robbins
14. “It is not what we get. But who we become, what we contribute… that gives meaning to our lives.” – Tony Robbins
15. “One reason so few of us achieve what we truly want is that we never direct our focus; we never concentrate our power. Most people dabble their way through life, never deciding to master anything in particular.” – Tony Robbins
16. “Stand up to an obstacle. Just stand up to it, that’s all, and don’t give way under it, and it will finally break. You will break it. Something has to break, and it won’t be you, it will be the obstacle.” ― Norman Vincent Peale
17. “Success consists of going from failure to failure without loss of enthusiasm.”– Winston Churchill 
18. “Success is not final, failure is not fatal: it is the courage to continue that counts.” – Winston Churchill 
19. “Successful people ask better questions, and as a result, they get better answers.” – Tony Robbins
20. “The price of greatness is responsibility.” – Winston Churchill
21. “The way to happiness: Keep your heart free from hate, your mind from worry. Live simply, expect little, give much. Scatter sunshine, forget self, think of others. Try this for a week and you will be surprised.” ― Norman Vincent Peale
22. “Things do not have meaning. We assign meaning to everything.” – Tony Robbins
23. “To improve is to change; to be perfect is to change often.” – Winston Churchill
24. “You have enemies? Good. That means you’ve stood up for something, sometime in your life.” – Winston Churchill
25. “History will be kind to me for I intend to write it.” – Winston Churchill
26. “If you’re going through hell, keep going.” – Winston Churchill

Do YOU have any favorite quotes that were missed? Share below:

Some articles written by Mareo McCracken:

1. Cross-Cultural Business Relationships

2. Three E’s For Success

3. Investing in Others and Yourself

4. Why Selfishness Hurts Your Career

5. How I Blew a Great Opportunity and What I Learned Along The Way

6. Fire of Success

 

 

 

 

 

Read This: http://richtopia.com/guidance-opinions/how-to-build-trust-insider-secrets

Here are some of the all-time best sales process, inspiration and motivation quotes:

1. “Above all, you want to create something you are proud of. That’s always been my philosophy of business. I can honestly say that I have never gone into any business purely to make money. If that is the sole motive, then I believe you are better off doing nothing.” – Richard Branson
2. “A goal is a dream with a deadline.” – Napolean Hill
3. “A good listener is not only popular everywhere, but after a while he knows something.” – Wilson Mizner
4. “Act as if what you do makes a difference. It does.” – William James
5. “Always do your best. What you plant now, you will harvest later.” – Og Mandino
6. “Be miserable. Or motivate yourself. Whatever has to be done, it’s always your choice.” – Wayne Dyer
7. “Big shots are only little shots who keep shooting.” – Christopher Morley
8. “Do not let what you cannot do interfere with what you can do. – John Wooden
9. “Do you want to know who you are? Don’t ask. Act! Action will delineate and define you.” – Thomas Jefferson
10. “Don’t be distracted by criticism. Remember the only taste of success some people have is when they take a bite out of you.” – Zig Ziglar
11. “Don’t wish it were easier, wish you were better.” – Jim Rohn
12. “Everything you’ve ever wanted is on the other side of fear.” – George Addair
13. “Remember that you are bigger than your fears, do not allow them to keep you small

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    . Do not feed your fears, live your dreams!” – Ivette K. Caballero

14. “Failure will never overtake me if my determination to succeed is strong enough.” – Og Mandino
15. “Fall down seven times and stand up eight.” – Proverb
16. “Fearlessness is like a muscle. I know from my own life that the more I exercise it the more natural it becomes to not let my fears run me.” – Arianna Huffington
17. “For every sale you miss because you’re too enthusiastic, you will miss a hundred because you’re not enthusiastic enough.” – Zig Ziglar
18. “Fortune favors the bold.” – Virgil
19. “Goals allow you to control the direction of change in your favor. – Brian Tracy
20. “Goals aren’t enough. You need goals plus deadlines: goals big enough to get excited about and deadline to make you run. One isn’t much good without the other, but together they can be tremendous.” – Ben Feldman
21. “Great works are performed not by strength but by perseverance.” – Samuel Johnson
22. “He that is good for making excuses is seldom good for anything else.” – Benjamin Franklin
23. “Help other people not with the hope of ‘getting what you want’, help others just because it makes you feel good and that’s all you want!” – Victor Antonio
24. “When we have something to aspire towards, we are more motivated to shift our status quo and change is more sustainable. We must provide the same vehicle to our clients by way of sharing our insights in an inspirational and transformational manner and not just educate them and instruct them on products or specifics.” – Bernadette McClelland
25. “Human beings have an innate inner drive to be autonomous, self-determined, and connected to one another. And when that drive is liberated, people achieve more and live richer lives.” – Daniel Pink
26. “I attribute my success to this: I never gave or took any excuse.” – Florence Nightengale
27. “I got lucky because I never gave up the search. Are you quitting too soon? Or are you willing to pursue luck with a vengeance?” – Jill Konrath
28. “If opportunity doesn’t knock, build a door.” – Milton Berle
29. “If people like you, they’ll listen to you, but if they trust you, they’ll do business with you.” – Zig Ziglar
30. “You need to serve them better than anyone else does that way your client will have a moral obligation to deal only with you because you deliver more or better than others do.” – Odile Faludi
31. “If you aren’t going all the way, why go at all?” – Joe Namath
32. “Integrity is what we do, what we say and what we say we do.” – Don Galer
33. “It is not necessary to do extraordinary things to get extraordinary results.” – Warren Buffett
34. “It’s easier to explain price once than to apologize for quality forever.” – Zig Ziglar
35. “It’s not about having the right opportunities. It’s about handling the opportunities right.” – Mark Hunter
36. “Lack of direction, not lack of time, is the problem. We all have twenty-four hour days.” – Zig Ziglar
37. “You need an open mind to invent, and a strong will to execute.” – Shane Snow
38. “Most people think “selling” is the same as “talking”. But the most effective salespeople know that listening is the most important part of their job.” – Roy Bartell
39. “Motivation will almost always beat mere talent.” – Norman Ralph Augustine
40. “Prospecting – Find the man with the problem.” – Ben Friedman
41. “The best sales questions have your expertise wrapped into them.” – Jill Konrath
42. “The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack of will.” – Vince Lombardi
43. “The most unprofitable item ever manufactured is an excuse.” – John Mason
44. “The questions you ask are more important than the things you could ever say.” – Tom Freese
45. “The successful warrior is the average man, with laser-like focus.” – Bruce Lee
46. “The way you position yourself at the beginning of a relationship has profound impact on where you end up.” – Ron Karr
47. “There are no shortcuts to any place worth going.” – Beverly Sills
48. “There is always room at the top.” – Daniel Webster
49. “There is little success where there is little laughter.” – Andrew Carnegie
50. “Truly great ideas can be described in a few words. Truly great products can be described in a few words.” – Jeff Haden
51. “Try not to become a person of success, but try to become a person of value.” – Albert Einstein
52. “Winning isn’t everything, but wanting to win is.” – Vince Lombardi
53. “You can do anything if you have enthusiasm. Enthusiasm is the yeast that makes your hopes rise to the stars. With it, there is accomplishment. Without it there are only alibis.” – Henry Ford
54. “You just can’t beat the person who never gives up.” – Babe Ruth
55. “You will never find time for anything. If you want time you must make it. – Charles Robert Buxton
56. “Your attitude, not your aptitude, will determine your altitude.” – Zig Ziglar
57. “It ain’t over ’til it’s over.” – Yogi Berra

—- Mareo McCracken

Sorry but this article is not about finance or monetary investments.

LinkedIn is a great tool to share ideas, reach out, and connect with many likeminded people

. I am grateful for all I have learned from my mentors by reading their articles. I am also grateful for the chance to share some of my ideas. I hope this article is one that helps you and brightens your outlook.

One of the main causes of dissatisfaction is the constant search for fulfillment, happiness, or success. The real trick is being able to notice all the good that is around you, all of the success already in place. Gratitude is the door to happiness, and everyone already has the key. 

Only Two “Guaranteed Investments”:

1. Investing in Yourself
2. Investing in Relationships

Invest in yourself.

Investing in yourself changes your mindset.

3 Habits that help you invest in yourself:

A) Habit of Developing Skills – # 1 Builder of Confidence and Passion

“Passion comes after you put in the hard work to become excellent at something valuable, not before. In other words, what you do for a living is much less important than how you do it.”― Cal Newport

B) Habit of Reading – Learn/Read/Study

“You will be the same person in five years as you are today except for the people you meet and the books you read.” -Charlie “Tremendous” Jones

C) Habit of Curiosity – Ask Questions/Be Curious/Observe

“We keep moving forward, opening new doors, and doing new things, because we’re curious and curiosity keeps leading us down new paths.” – Walt Disney

Invest in Others.

Investing in others will dramatically increases your positive mindset, outlook, and opportunities. You learn about others, their needs, their skills all while building goodwill. Investing in others changes your network and strengthens your ability to experience empathy. Empathy is the ability to share feelings and understand others. It helps us feel connected to others. Feeling heard and feeling connected is one of the greatest feelings in the world. Imagine how much good can be done, how much good can be accomplished when your entire focus is helping others feel heard, feel understood, and feel connected. Empathy gives a very needed confirmation that you as a person do exist as a separate, valued individual with an identity. Empathy allows this need to be met.

While you can never control the behaviors of others, the act of serving and caring about people other than yourself helps you feel more fulfilled and in turn by investing in those relationships you are building bridges for the future.

Combining The “Investments” – Be Grateful

Investing in Yourself and Investing in Relationships is so much easier when the foundation of gratitude is in place.

Showing gratitude to yourself for who you are, what you have done, and what you will be able to do helps build your confidence. Showing gratitude towards others helps to build relationships. Always replace anxiety and regret with gratitude. Gratitude cannot exist with regret in the same brain. Gratitude cannot exist with anxiety in the same brain.

 “I don’t have to chase extraordinary moments to find happiness – it’s right in front of me if I’m paying attention and practicing gratitude.” – Brene Brown

Show gratitude for those you interact with. Be grateful for the chance to have colleagues, family, and neighbors. Show them you are grateful.

“Develop an attitude of gratitude, and give thanks for everything that happens to you, knowing that every step forward is a step toward achieving something bigger and better than your current situation.” – Brian Tracy

Gratitude allows you to free yourself from negativity and in turn you can share yourself with others. Gratitude opens the door to more positivity, creativity, and love. Having an attitude of gratitude reduces stress and increases performance. Showing gratitude creates the environment for being able to grow personally while also growing your personal community.

 

In honor and memory of the passing of the great Dr. Wayne W. Dyer. Here are 10 Lessons I learned and that have inspired me from his teachings:

1. The Calm Mind is Powerful

“A mind at peace, a mind centered and not focused on harming others, is stronger than any physical force in the universe.”

2. Progress is a Mindset

“You are not stuck where you are unless you decide to be.”

3. Pursue your Dreams

“Anything you really want, you can attain, if you really go after it.”

4. Be Open to Success

“Miracles come in moments

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. Be ready and willing.”

5. Your True Self Eventually Surfaces

“Circumstances do not make a man, they reveal him.”

6. How You View Yourself is Easy to See

“When you judge another, you do not define them, you define yourself.”

7. Always React With Kindness

“How people treat you is their karma; how you react is yours.”

8. Love What You Do (It Is a Choice)

“Doing what you love is the cornerstone of having abundance in your life.”

9. Perspective and Reality – You Have Control

“Change the way you look at things and the things you look at change.”

10. Work Hard

“It’s never crowded along the extra mile.”

Thank You Dr. Dyer!

 

Fire burns, yet – fire can clean, fire can purify, and fire can harden. Obstacles, trials, and setbacks are all types of fires in our life. Depending on the fuel and location, fires can be helpful or harmful. The outcomes are ours to choose. We are not completed by the success we achieve, but become a success during and after the trial, after the burning, because of the fire. The journey of success is what makes us strong, not the success itself.

“The mind is not a vessel to be filled but a fire to be kindled.”  – Plutarch

The Fire of Success: Hope is the heat/spark. Action is the fuel. Persistence is the oxygen.

1. Hope (Heat/Spark) – Hope is believing something good will happen. Hope is a decision, a choice. It is holding a bold conviction in times of uncertainty. Hope is the foundation of a successful journey. We are what we repeatedly think about. If we think about the possibilities our minds will focus on what needs to happen in order to fulfill the hope we install.

 “Hope is being able to see that there is light despite all of the darkness.” – Desmond Tutu

2. Action (Fuel) – Do something. Always be taking steps toward your desired objective. Be flexible, but never stop moving. Waiting is hard. Working is actually easier. Why do so many people wait instead of work? It must be the starting – the starting is hardest, but the doing is easier. Just like in lifting weights, the hardest point in the lift is the moment where all the weight is down and you need to move it, to change the direction. The same is true in life. Changing direction, starting over, that is when it gets hard and when most people stop. Just do something and stay focused. Make sure your actions align with what your desired outcome is.

  “Things may come to those who wait, but only the things left by those who hustle.”   – Abraham Lincoln

3. Persistence (Oxygen) – Actions and Hope are to be married by consistency and a complete effort. The trick is to keep going, to keep moving, to finish the turnaround, just finish. Continued work is rewarded more than idleness.

“As long as we are persistent in our pursuit of our deepest destiny, we will continue to grow. We cannot choose the day or time when we will fully bloom

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. It happens in its own time.” – Denis Waitley

When the fires of life come they can be devastating. When controlled they can be used to grow, develop, renew, and find fulfillment. Success is a mindset. Our mind is constantly burning. Controlling the mind, that is the power to control the fire. The foundation of success lies in our ability to control our thoughts, as thoughts lead to actions, and persistent action leads to desired results. Always be learning. Always inspire your mind, your heart, and your soul with people and situations that make you stronger. Help others and your success will grow.

Have Hope. Take Action. Repeat & Continue.

Now It’s Your Turn: What Are steps/ideas/experiences you have had when it comes to creating your own personal success? What fires have helped you become stronger?

Here are 3 more quick posts that might interest you:

1. Three E’s For Success
2. Why Selfishness Hurts Your Career
3. How I Blew a Great Opportunity and What I Learned Along The Way

If you would like to contact me please email: cmareoj @ gmail

1. TEMPERANCE. Eat not to dullness; drink not to elevation.
2. SILENCE. Speak not but what may benefit others or yourself; avoid trifling conversation.
3. ORDER. Let all your things have their places; let each part of your business have its time.
4. RESOLUTION. Resolve to perform what you ought; perform without fail what you resolve.
5. FRUGALITY

. Make no expense but to do good to others or yourself; i.e., waste nothing.
6. INDUSTRY. Lose no time; be always employ’d in something useful; cut off all unnecessary actions.
7. SINCERITY. Use no hurtful deceit; think innocently and justly, and, if you speak, speak accordingly.
8. JUSTICE. Wrong none by doing injuries, or omitting the benefits that are your duty.
9. MODERATION. Avoid extremes; forbear resenting injuries so much as you think they deserve.
10. CLEANLINESS. Tolerate no uncleanliness in body, cloaths, or habitation.
11. TRANQUILITY. Be not disturbed at trifles, or at accidents common or unavoidable.
12. CHASTITY. Rarely use venery but for health or offspring, never to dullness, weakness, or the injury of your own or another’s peace or reputation.
13. HUMILITY. Imitate Jesus and Socrates.