The Virginia enterprise., 1908-02-21
A PUPILS EXPERIENCE.


I do not care anything about person
al magnetism 'hypnotism. splri:ism.
nor any other ism: all want to
learn is to know how to collect money
on some old accounts"
While she was more or less inter.
ested in all of the other branches
trather less than more) she was in.
tent On laying hold of the eight psy.
Geological principles (or rather seven,
as those who have bills to pay do
not come to you).
The very next afternoon she called
at the hotel to report the result of
her first venture. 1t is best told in
her own words: This morning | laid
out all my old bills. l chose one that
! knew would be-or had been-the
most difficult to collect, as had been
refused time and again. The amount
was $500. But, in the meantime, l
had learned lesson, and learned it
we'll. l had previously gone with de-
termination and anger instead of con
ddence and quiet concentration I
had not been passive: was positive
in the wrong place and with the
wrong spirit. talked too much. 1t
was I who had 'unloaded.' l had
used, or endeavored to use 'compul-
sion instead of 'impulsion.' Now, all
had changed. You pointed out to me
the error of my ways, but what was
more, you gave me remedy
This morning applied every prin-
ciple you taught. How often l had
gone not expecting to get the money,
but this time was all confidence.
How often I had gone expecting a
fuss-and had it.
This morning presented my bill in
a kindly manner but spoke not a
word; nor did he. He pushed back
the bill to be receipted, stepped over
to the cash drawer, took out the
money, handed it to me without q
word. / thanked him. That was the
first the silence had been broken.
We'll, just ran in to tell you of my
success and that am already $27.00
ahead for my $1,000 Investment"
Another Pupils Experience.
This was business matter that
involved $500. The lady pupil inform
ed me that the man was honest and
upright in all his dealings and would
not, Intentionally, wrong her out of
dollar; but there was a misunder-
standing and she had never been able
to convince him. After the class in
struction she realized where her mis-
takes had been and that the fault
was wholly hers. She had gone at him
with hammer and tongs and in such
manaer as to arouse all his antag-
onism. He always met her halfway
at the office railing. Heretofore they
had bc.h unloaded at the same time,
with tae usual results, nothing gained
on either side.
The day in question he met her as
usual and divining her mission pro-
ceedeG to unload. She remained per-
fectly calm. Instead of the usual
frown she wore a smile. She said
not word. FIe was surprised, COM
pletely disarmed, and finally realiz-
ing that beyond her presence there
she had not said or done anything
to call forth such harangue from
him, his better nature asserted itself
Pushing open the little gate, he said:
Il beg your pardon for keeping you
standing SO long; step inside, please,
and be seated. l think we can under
stand each other this morning and
settle shat matter amicably"
Hero was perfect fulfillment of the
law. All the way over from Mime
apolis to St. Paul she held the one
thought on him, over him. for him
an auucable settlement-and it was
done
Psychology in General.
A few pointers. You have a caller
either at the Office or at the home.
1t is your busy day Time is precious.
Your caller does not know when to go.
You can freeze him out or otherwise
make him uncomfortable or, as last
resort you can ask him to go. Any
of these might be efticacious, but all
things efficacious are not always ex-
pedient There is a better way.
Do not use compulsion but impul-
sion. Impel him to &C, /. e., lodge
the thought with him Tin the first
person singular). This is done by
thinking for him, WELL l must be 90
ing This is what l term holding
the thought on or over him. Almost
instantly he will be impressed with
the thought as emanating directly
from, himself. and he will voice your
thought as his own-"Well, l must be
going"
Wien he thus expresses himself, let
him go. Do not be dishonest by try
ing to be polite and saying. why.
what's your haste? I'm sorry you
have to 60 so soon." 1t would serve
you tight II he then sat down and
staid an hour.
1t will be observed that l have used
the Masculine gender Chez through
out That is because I am dealing
with business men on business prin-
ciples. The feminine gender (she)
can, il every instance, be appropriate
ly substituted.
Psychology for the Public Speaker.
The foregoing principles are Just
as effective in their results when ap-
piled collectively as when used indi-
vidually.
When a speaker steps before an au-
dience he is, so to speak, sized up:
weighed, measured, etc., by those
present-especially If he is a stranger
to them. Each one present measures
the speaker according to his own