PSYCHOLOGY
Be Rational and Emotional… You Need Both for Success
SELLING POWER EDITORS
Dr. Seymour Epstein was a well-known expert on the subject of success. His findings focus on the definitions of a successful life – and how to achieve it – through the intelligent use of both parts of the brain, i.e., the emotional and the rational.
In the following interview, conducted exclusively with Selling Power a num- ber of years ago, Dr. Epstein advises monitoring your own feelings and then using your feelings as an adjunct to the rational self that performs the actual work. In this way, you can actu- ally double your chances for predict- able and continued growth, which is the basis of all success.
14 | JANUARY 2017 SELLING POWER © 2017 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
SELLING POWER (SP): What do we know about success? DR. EPSTEIN: Well, the first ques- tion we have to ask is, “What do you mean by success?” Often, people get trapped into accepting other people’s definitions. I think it is very important for people to clarify what they mean by success and – having defined it
– ask themselves if that is what they really want out of life. If you define success in terms of achieving personal happiness, in terms of contributing to society, you’ll evaluate what you are doing very differently than if you define it in terms of making a lot of money and achieving prestige and power. It doesn’t matter how you define it, just as long as you know what you want and that you do real- ize whether what you are pursuing is something you want or not.
SP: Would you say people reach a point – even long before adolescence – where the society, the parents, the peer pressure, the schools, whatever groups you are in, have really defined for you what success is unless some- thing happens to you to question it? DR. EPSTEIN: I think that is stated very well. Many people never ques- tion it, and they devote their lives to fulfilling what society has instilled as the thing to be sought after.
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