The Spanish Fork press. [volume] (Spanish Fork, Utah) 1902-current, 1908-02-20
PSYcHoLoGY-uNLOADiNG.

This is the fourth bushes principle
in applied psychology" 1t is one
that every business man must learn,
either through experience or other
wise.
AS | have previously shown 1t is
necessary to remain passive when
the other man" is positive. While
he is positive in his expressions he
is unloading" II 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
observation-disclosures hard 1t 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 Enthusiastically but kindly
positive.
Positiveness.
BY this | do not mean Dramatically,
arrogantly or antagonistically SO, but
positiveness that is pleasantly con-
vincing. This is business tact Here
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 1.-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.
lmpulsion.
This is one of the strongest num-
bers in the whole combination. Re-
member that compulsion (will force)
may win temporarily but 1t will in.
variably rebound, the result being re-
pulsion.
Compulsion is force from with
out; impulsion, force from within
Compulsion will make an enemy OF
a friend; impulsion will make a friend
of an enemy. Which is preferable?
BY impulsion mean that you should
lodge the thought in the mind of "tht
other man" to do as you desire. Is Il
right? Yes, II your business is right
If it is you will succeed; II it is moi
you should not succeed. 1t is merely
another form-and better form-ol
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 thinl
in the second person tyou). he woult
sense feeling of compulsion. By the
first method he is impressed to do a!
you desire.
Whence cometh that impression
From his subjective mind. How dit
it get there? BY thought transformed
from you. 1t rises over the threshold
of his consciousness and he accept!
it as his own thought-impulsion
Cllnch Your Thought.
To drive a nail is good; to clincl
1t, Is better. To drive thought Il
good; to clinch it, is better. But how
| When you have said what you hav,
/
to say, stop. That is driving tn,
ture of your business it surely doe
not consist of driving one mai
Zone argument one proposition) bu
many. Then clinch each one by fol
lowing the thought into the silence.
To illustrate: You may say thin
with much effectiveness, but tn
greater effectiveness lies in the silenc
that follows the thing said. In tina
moment of silence hold your thought
This can never be done except b
a falling infection. Why? A risin
infection defers to the will or know
edge of another mot a wise thing {
do when you wish to press point
whereas, by a falling infection 20
assert your own will Ia very in
portant feature for the lawyer whe
addressing a jury, Follow your las
word and falling infection with
pause and fill that pause with you
psychological power-thus clinchin
your thought.
Control Conditions.
This is much easier said than done
in fact, it cannot always be done, bl
should be whenever possible In III
case of a solicitor in any line of bus
ness insurance, etc.. 1t is usual
necessary to go to the other man
In this event 1t is necessary, also, I
go into his atmosphere. radiation, e.
vironments, etc. these are largel
beyond your control and, in cons
quence, you are liable TO be int
rupted. You may have noticed quit
frequently when you had your ma
almost persuaded that he SCENE
to welcome an interruption There
a reason Therefore, say, contr
conditions, when possible, by gettiu
your customer to your place Of bu
mess, within your own environment
and conditions which should be Who'll
under your control.
Every travelling salesman will bel
mo ont in the statement that he n,