If you really believe in your heart, and expect, that you are going to sell, you will communicate your faith to your prospect. This faith suggestion, if vigorously backed by the magic of polite persistence, and consistent cheerfulness, will tend to produce results like itself, just as the doubt, the failure suggestion, produces a failure result.
CHAPTER XIII
THE GENTLE ART OF PERSUASION
He is great who can alter my state of mind.—Emerson.
“Don’t struggle up hill when you can work on the level.”
When I was editor of a big magazine I sent an assistant to interview a young man who had had most remarkable success in the life insurance business, to get from him the secret of his rapid rise.
When my assistant returned I asked him if he had succeeded in getting his interview. “No,” he said, “but the insurance manager got me to take out quite a large insurance policy.”
This was a triumph of the art of salesmanship. The insurance man actually made his would-be interviewer forget what he had gone after, and induced him to buy something he had not before thought of buying, yet something which, undoubtedly, it was to his advantage to buy.