The Montgomery advertiser., 1907-02-24
FACTS-FADS-FALLACIES
Magnetism---Telepathy-Psychol Hypnotism and Spiritualism.
By the Eminent Psychofosfst and Hysf enist EDWARD B. wARMAN, A. M.
 


 @ I'M mIl MM MMIr nHmM mMwTm mNMEM EMEMHE each one by following the thought into the silence.
 To illustrate: You may say thing with much effectiveness, but the greater effectiveness lies in the silence that follows the thing said In that moment of silence hold your thought. This can never be done except by falling infection. Why? A rising 1 infection defers to the will or know | ledge of another (not a wise thing to | do when you wish to press a poinD' | whereas, by a falling infection you assert your own will Ga very import l ant feature for the lawyer when ad- dressing a Jury) Follow your last word and falling infection with pause and fill that pause with your | psychological power-thus clinching your thought.
 Control Conditions.
 This Is much easier said than done; l In fact, in cannot always be done, but should be whenever possible. In the l case of a solicitor in any line of busi- 1 ness, Onsurance, etc.,) 1t is usually ] necessary to go to "the other man. | In this event. it Is necessary, also, to go into his atmosphere, radiation, en- vironrnents. etc.; these are largely beyond your control and, in conse- 1 quence, you are liable to be interrupt ed. You may have noticed quite fre- quently. when you have had your man almost persuaded" that he seemed to welcome an interruption. There's | reason. Therefore, I say, control condition, when possible, by getting 1 your customer to your place of busi- ness, within your own environments and conditions which should be wholly ! under your control.
 Every travelling salesman will bear me out in the statement that he has pective buyers call at the sample rooms than when the goods are displayed at the various places of business. Practical Tests.
 | Out of the hundreds of cases in my l own experience I will cite one involv- ing the application of the first six principles as herein given-six of the Psychological keys--the seventh and eighth it will be seen could not be ! included in this particular case. I give, with this illustration, the mode of procedure, showing how each key or number in the combination was used.
 Collecting Money.
 i Tn one of the suburbs of Chicago, college president was indebted to me l $200 for services rendered. I did not present my account until some weeks after finishing my course of instruc- | tion. I was then given letter to one l of the college trustees-the president of bank on Dearborn Street. When I handed him the letter he
 said: "The college is short of funds.
 but they have half million dollars 1 due them in a few months. have
 paid a number of bills for them, but
 I have just made up my mind to pay no more as I think the creditors
 should bide their time; besides, MT l Warman, there are many claims SSior to yours that should, by rights. be | paid first if T had any Therefore, l | cannot, or, rather 1 will not pay any l more of the accounts. ."
 No one who reads this will ever have a harder proposition upon which
 to try these six principles. The man 1 was no weakling. He was of unusual 1 physical strength with mentality in l proportion; therefore when he said | he had made up his mind" I knew he had msSle up great deal. Also, l when he said he "could not" and
 would not" I knew that no amount | of "compulsion" could move him, and
 any argument I might offer would be
 of no avail. I said but little, merely
 expressing my disappointment in hav-
 ing to wait so long, but not holding l the thought for a moment that l would ! l psychological moment.
 1 I then began with "confidence" CD 1 that would succeed, and I immediate ly concentrated" CD my forces in
 that direction, yet remaining peS$sctly
 passive" (3) to note any change of
 heart that he might experience. As I
 had allowed him to "unload" (4) now
 became positive" (5) to his negative
 condition. I did not stare at him as
 if to compel him but stood as if in
 doubt (but with no 62ubt in mel and
 '1mpelled" (6) him to compromise. I
 said nothing but thought very intent
 ly for him (impulsion).
 This is the thought I held on him,
 over him, for him: Well, you come
 in at one o'clock" (That little word
 well" is a great compromlser) All
 of this probably occurred in the space
 of a minute, but 1t seemed many of
 them to me. Finally looked up and
 said well" q thought the rest of the
 sentence for him. but spoke not a
 word ) Instantly he took the cue from | the spoken word and voiced my un-
 expressed thought, saying-'Well, you l come in at one o'clock"
 Mark you, he had not committed
 himself. had not promised payment. Again I commanded passivity on my
 part as I thanked him and bade him l good morning. 1 did so because l
 wanted to get his mental attitude and
 catch any stray thought. l caught it..
 It came to me at once that he was a
 "stickIer" on time. He had said "one | o'clock" With him, one o'clock meant
 one o'clock, not five minutes after.
 That would let him out.
 When in the vestibule of the bank