Your thoughts constitute the most important of the three ways in which you apply the principle of suggestion, because they control the tone of your words and, to some extent at least, your actions. If your thoughts and your actions and your words harmonize, you are bound to influence others.
Before you can influence another person through suggestion, that person's mind must be in a state of neutrality; it must be open and receptive to your method of suggestion. Right here is where most people fail. They try to make a sale before the mind of the prospective buyer has been rendered receptive or neutralized.
The mind of the prospective purchaser's mind must be credulous. A state of confidence must have been established and it is obvious that there can be no set rule for either establishing confidence or neutralizing the mind to a state of openness.
A careful inventory of all your past experiences may disclose the startling fact that everything has happened for the best.
One of the most important fundamentals of salesmanship: motive.
"This will be a big favor to me personally" Now, it may seem to be peculiar trait, but if the truth is that most people will not grant just to please others.
If I ask you to render a service that will benefit me, without bringing you some corresponding advantage you will not show much enthusiasm in granting that favor; you may refuse altogether if you have a plausible excuse for refusing.
But if I ask you to render a service that will benefit a third person, even though the service must be rendered through me, and if that service is of such a nature that it is likely to reflect credit on you, The chances are that you will render the service willingly.
We see this psychology demonstrated by the person who gives only small change to the beggar on the street, but willingly hands over hundreds of thousand dollars to the charity worker who is soliciting in the name of others.
The most damaging suggestion of all is contained in the last and most important paragraph of the letter: "Thanking you in advance for any consideration you may care to show me." this sentence strongly suggest that the writer of the letter anticipates a refusal of their request. It clearly indicates lack of enthusiasm. It paves the way for a refusal of the request.
Peak performers are people who approach any set of circumstances with the attitude that they can get it to turn out the way they want it to. Not once in a while. Regularly. They can count on themselves
-Charles Garfield
Suggestion and enthusiasm go hand in hand!
Suggestion is one of the most subtle and powerful principles of psychology. You are making use of it in all that you do and say and think. But, unless you understand the difference between negative suggestion and positive suggestion, you may be using it in such a way that it is bringing you defeat instead of success!
Before you can influence another person through suggestion, that person's mind must be in a state of neutrality; it must be open and receptive to your method of suggestion. Right here is where most people fail. They try to make a sale before the mind of the prospective buyer has been rendered receptive or neutralized.
The mind of the prospective purchaser's mind must be credulous. A state of confidence must have been established and it is obvious that there can be no set rule for either establishing confidence or neutralizing the mind to a state of openness.
A careful inventory of all your past experiences may disclose the startling fact that everything has happened for the best.
One of the most important fundamentals of salesmanship: motive.
"This will be a big favor to me personally" Now, it may seem to be peculiar trait, but if the truth is that most people will not grant just to please others.
If I ask you to render a service that will benefit me, without bringing you some corresponding advantage you will not show much enthusiasm in granting that favor; you may refuse altogether if you have a plausible excuse for refusing.
But if I ask you to render a service that will benefit a third person, even though the service must be rendered through me, and if that service is of such a nature that it is likely to reflect credit on you, The chances are that you will render the service willingly.
We see this psychology demonstrated by the person who gives only small change to the beggar on the street, but willingly hands over hundreds of thousand dollars to the charity worker who is soliciting in the name of others.
The most damaging suggestion of all is contained in the last and most important paragraph of the letter: "Thanking you in advance for any consideration you may care to show me." this sentence strongly suggest that the writer of the letter anticipates a refusal of their request. It clearly indicates lack of enthusiasm. It paves the way for a refusal of the request.
Peak performers are people who approach any set of circumstances with the attitude that they can get it to turn out the way they want it to. Not once in a while. Regularly. They can count on themselves
-Charles Garfield
Suggestion and enthusiasm go hand in hand!
Suggestion is one of the most subtle and powerful principles of psychology. You are making use of it in all that you do and say and think. But, unless you understand the difference between negative suggestion and positive suggestion, you may be using it in such a way that it is bringing you defeat instead of success!
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