The Elbert County tribune., 1908-02-13
PsY ,HoLoGY-UNLoADING.

This is the fourth busines principle
IN applied psychology" 1t is one
hat every business man must learn,
either through experience or other
wise
AS j 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
observation-disclosures hard 1t may be
Tor 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
yousare positive-forcefully but kindly
positive.
Positiveness.
By this l 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 delib-
crate, yet firm. Get your eye on the
other man'-not with Svengali stare,
but with a quiet gaze that you may
hi
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 Twill 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
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.
IL it is you will succeed; if 1t 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
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
1t get there? By thought transference
from you. 1t rises over the threshold
of his consciousness and he accepts
it as his own thought-impulsion.
clinch 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
lone argument, one proposition) but
many. Then clinch each one by fol-
lowing the thought into the silence.
To illustrate: You may say 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
a 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 point
whereas. by a falling infection you
assert your own will Ia very i'm
portant feature for the lawyer when
addressing a 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 solicitor in any line of busi-
ness Insurance, etc), it is usually
necessary to go to the other man"
In this event it is necessary also, to
go 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 I saw control
conditions, when possible, by getting
your customer to your place of bus
mess, within your own environments
and conditions which should be wholly
under your control.