Western Kansas world. [volume] (WaKeeney, Kan.) 1885-current, 1908-02-22

than when the goods are displayed AT
the various places of business
Practical Tests.
Out of the hundreds of cases in my
own experience / 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.
1 give, with this Illustration, the
mode of procedure. showing how each
key or number in the combination
was used
Collecting Money.
In one of the suburbs of Chicago,
a college president was indebted to
me 100000 for services rendered. ]
did not present my account until some
weeks after finishing my course of
instruction 1 was then given letter
to one of the college trustees-the
president of bank on Dearborn
street
When L handed him the letter he
said: THE college is short of funds
but they have half million dollars
due them in a few months. / have
paid a number of bills for them, but
1 have just made up my mind to pay
no more as / think the creditors
should bide their time; besides, Mr..
Warman, there are many claims prior
| to yours that should, by rights, be paid
| first if / paid any. Therefore, I can
not, or, rather, 1 will not pay any
more of the accounts"
No one VINO reads this will ever
have harder proposition upon which
| to try these six principles. The man
| was no weakling. He was of unusual
| physical strength with mentality in
proportion; therefore, when he said
| he had made up his mind,'' 1 knew
| he had made up a great deal. Also,
| when he said he could not and
would not" / knew that no amount
| of "compulsion" could move him, and
| any argument 1 might offer would be
| of no avail. 1 said but little, merely
| expressing my disappointment in hav-
| ing to wait SO long, but not holding
the thought for moment that 1 wouln
wait at all. l realized that it was the
psychological moment.
| l then began with confidence" Cd
that 1 would succeed, and 1 immediate
ly concentrated" CD my forces in
that direction, yet remaining perfectly
passive 90 to note any change of
| heart that he might experience AS l
had allowed him to unload ca now
| became positive" go to his negative
condition. 1 did not stare at him as
| if to compel him but stood as if in
doubt (but with no doubt in mel and
"impelled' (6) him to compromise. 1
said nothing but thought very intently
for him Gmpulsion).
This is the thought 1 held on him,
| hirn fsNn11
in at one o'clock" CThat little word
we'll is a great compromiser) All
of this probably occurred in the space
of minute, but it seemed many of
them to me. Finally 1 looked up and
said we'll q thought the rest of the
sentence for him, but spoke not a
world Instantly he took the cue from
the spoken word and voiced my un-
expressed thought, saying you
come in at one o'clock
Mark you, he had not committed
himself, had not promised payment
Again 1 commanded passivity on my
part as 1 thanked him and babe him
good morning. 1 did so because
wanted to get his mental attitude and
catch any stray thought. 1 caught it
1t came to me at once that he was a
"stickler' on time. He had said lone
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
l set my watch with the bank clock
1 went to my Office and related my ex
perience to my publisher. He smiled
He was a doubling Thomas" He
said: Yes. that's very good, but
1 shut him off by saying-"but'' moth
ing He then said-"Yes, yes, that's
) all right, if" L again shut him
, off with-'if'' nothing; you cannot load
me up with any of your doubts. I an
going down there at one o'clock an6
get that money. (The reader viii
please recall what 1 said, in a previous
/ article, about butts" and ''ifs.'')
On the way to the bank 1 helds this
thought-on and for the banker
: well, I've decided to pay YOU
, held it so hard, SO tenaciously and
with such confidence" and 'concen
t tration" and so exclusively of all othel
thoughts that had 1 spoken to any on.
M on the way I fear would have fgiveI
, utterance to my one and only though
well, I've decided to pay you"
!, 1 arrived at the bank few minute.
early of the appointed time, but waited
1 in the vestibule. At precisely on.
: O'Clock presented myself at his desk
4 He looked up at the clock (thus con
t firming my impression of the morn
INCL and ho did On ca.