The Virginia enterprise., 1908-02-14
FACT
FADS -.
! s=FAL,LACIES
Dealing with Personal Magnet.
ism. Telepathy. Psychology.
SufGestion. hypnotism.
and Spiritualism.
By y
EDWARD B. WARMAN, A. NJ.
Eminent Psychologists and +,
Aygisnis&.
PSYchoLoGY-uNLoApiNG.

In ''applied psychology" It is one
that every business man must learn,
either through experience or other
wise.
Al / have previously shown it 10
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 minute than the other
man" does in an hour, let him-yes
encourage him to unload all of his
objections 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 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 a Svengai 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.
| ImpuIsion.
This is one of the strongest mum.
bers in the whole combination. Re-
member that compulsion Twill force)
may win temporarily, but it will in.
varlably rebound, the result being re-.
Tulsion.
Compulsion is 4 force from with.
out: impulsion, force from within.
Compulsion will make an enemy of
a friend; impulsion will make friend
of an enemy. Which is preferable?
BY impulsion mean that you should
l,dge the thought in the mind of 1.-The
o>Aer 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 better form-of
using your persuasive 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
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.
CIineh Your Thought.
To drive nail is good; to clinch
1t, Is better. To drive 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
falling infection. Why? A rising
infection defers to the will or knowl-
edge of anothe; mot a wise thing to
do when you wish to press a point) :;
whereas, by falling infection you
assert your own will "a 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 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-
Nir0nn1onfo <hoC1
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
reason. Therefore, I say, control
Conditions, When possible, by getting
your customer to your place of bus
mess, within Your own environments
and condtdgns0 (which should be wholly
under youRnc4dt1oA
Every tTeve}tq& iealesman will bear
me out IL rfhtvft8ttement> that he has
much bettes success when his prospec-
tive iuyers call at the sample rooms
than when Mg4 46ods are displayed At
the vasQtus 3laees of business.
'yer 4Aa6tical Tests.
! Out dt1Aie ieAtndreds of cases in my
own experience will cite one involv-
ing the application of the first six
princfrleA;A6therein given-six, of the
psychological keya-the seventh and
eighth It will he seen could not be
included in this particular case. ::S -