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

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 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 1.-The other
man" does in an hour, let him-yes
encourage him to unload all of his
observation-disclosures 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,
arrogantly or antagonistically SO, but
a positiveness that is pleasantly con-
vincing. This is business tact. Here
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 a Svengai stare,
but with a 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.
ImpuIson.
This is one of the strongest num-
bers in the whole combination. Re-
member that compulsion (will force)
may win temporarily, but it will in
variably rebound, the result being re-
pulsion.
Compulsion is a force from with
out; impulsion, a force from within.
Compulsion will make an enemy of
a friend; impulsion will make friend
of an enemy Which is preferable?
By impulsion l 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 pei suasive powers.
To lodge the thought successfully
you should think in the first person,
singular Cd; i.e-, think as if you were
thinking for him. Were you to think
in the second person (you), he would
sense feeling of compulsion. BY the
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
Zone 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 thai
moment OF silence hold your thought
This can never be done except by
a falling infection Why? A risins
infection defers to the will or knowl
edge of another mot a wise thing tC
do when you wish to press a point
whereas, by a falling infection yol
assert your. own will Ca very i'm
portant feature. for the lawyer whe1
addressing a jury. Follow your las
word and falling infection with
pause and fill that pause with you
psychological power-thus clinchins
your thought.
Control Conditions
This is much easier said than done
in fact, it cannot always be done, blu
should be whenever possible In tn,
case of a solicitor in any line of bust
ness Insurance, etc), it is usual,
necessary to go to the other man.
In this event it is necessary. also, t.
go into his atmosphere, radiation, en-
vironments, etc. these are largel,
beyond your control and, in conse
quence, you are liable to be inter
rupted. You may have noticed quit,
frequently, when you had your ma,
almost persuaded" that he SCENE,
to welcome an Interruption There
reason Therefore, 1 say, contro
conditions, when possible, by gettin,
your customer to your place of bus
mess, within your own environment
and conditions which should be who'll,
under your control.