River Falls journal. [volume] (River Falls, Pierce County, Wis.) 1872-2019, 1908-02-13
Observation-Disclosures.

IN dpplIeu pSyClOlOSy. IL 10 OAO
that every business man must learn,
either through experience or other
wise.
AS 1 have previously shown it is
necessary to remain passive when
"the other man" is positive. While
he is positive in his expressions he
is unloading" 1t would not be wise
for you to unload" at the same time.
Whatever may be the nature of your
business, although you may know
more in a minute than "the other
man" does in an hour, let him-yes
encourage him to unload all of his
bjections-however hard it may be
for you to hold your peace-and you
will thus be able to see things from
his viewpoint and thereby be the
better able to meet mis- objections;
besides he will now be passive while
you are positive-forcefully but kindly
positive.
Positiveness.
BY this | do not mean dogmatically,
arrogantIy or antagonistically so, but
positiveness that is pleasantly con-
VlUCllS. uIS is DuSluCSS TACT. I1ClS
is where concentration and confidence
come in. AS like begets like, SO conf
dence begets confidence. Keep calm
in your positive assurance be DELHI
crate, yet firm. Get your eye on the
other man"-not with Svengali stare,
but with quiet gaze that you may
know his attitude toward your propo-
sition, and that he may see and feel
and know your honesty of purpose.
lmpuIsion.
This is one of the strongest mum.
bers in the whole combination. Re.
member that compulsion will force)
may win temporarily, but it will in.
Varlably rebound. the result being re.
pulsion.
Compulsion is a force from with
out; impulsion, force from within.
Compulsion will make an enemy of
friend; impulsiOn will make friend
of an enemy Which is preferable?
BY impulsion / mean that you should
lodge the thought in the mind of 'the
other man" to do as you desire. Is it
right? Yes, if your business is right.
If it is you will succeed; if it is not
you should not succeed. 1t is merely
another form-and a better form-Of
using your persuasive powers.
To lodge the thought successfully
you should think in the first person,
singular ID; i.e. think as if you were
thinking for him. Were you to think
in the second person (you), he would
e. e, LIT ID l.
first method he is impressed to do as
you desire.
Whence cometh that impression?
From his subjective mind. How did
it get there? BY thought transference
from you. 1t rises over the threshold
of his consciousness and he accepts
it as his own thought-impulsion.
cIinch Your Thought.
TO drive a nail is good; to clinch
it, is better. To drive a thought is
good; to clinch it, is better But how?
When you have said what you have
to say, stop. That is driving the
thought. Whatever may be the ma
ture of your business it surely does
not consist of driving one nail
tone argument, one proposition) but
many. Then clinch each one by fol-
lowing the thought into the silence.
To illustrate: You may say a 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
infection defers to the will or knowl-
edge of another mot a wise thing to
do when you wish to press a Soint) ;
whereas, by falling infection you
assert your own will Ca very i'm
portant feature for the lawyer when
addressing jury. Follow your last
word and falling infection with a
pause and fill that pause with your
psychological power-thus clinching
your thought.
Control Conditions.
This is much easier said than done;
in fact, it cannot always be done but
should be whenever possible. In the
case of a solicitor in any line of bust
ness insurance, etc., it is usually
necessary to go to THE other man"
In this event it is necessary, also, to
so into his atmosphere, radiation, en-
virOnmentS, etc.; these are largely
beyond your control and, in conse-
quence, you are liable to be inter-
rupted You may have noticed quite
frequently, when you had your man
almost persuaded" that he seemed
to welcome an interruption. There's
a reason. Therefore, 1 say, control
cCndl ions, when possible, by getting
your customer to your place of bus
mess. within your own environments
and conditions which should pc wholly
under your control
EvesS travelling salesman will bear
me out IN the statement that he has
much better success when his prospec-
tive luyers 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
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.
| give, with this Illustration, the