Show L FACTS I I FADS FALLACIES Dealing with Personal MagnetIsm Magnet-Ism Telepathy Psychology Suggestion Hypnotism and Spiritualism By EDWARD B WARMAN A M Eminent PtycnolotUt and IInlenht PSYCHOLOGYUNLOADING This Is tho fourth bushes principle In applied psychology It la ono that every business man must learn either through experience or otherwise other-wise As I have previously shown It Is necessary to remain passive when the other man Is positive Whllo ho Is positive In his expressions ho Is unloading It would not bo wise for you to unload at tho same time Whatever may be the nature of your business although you may know more in a minute than tho other man does In an hour let him yes encourage him to unload all of his objections however hard It may bo for you to hold your peace and you will thus bo able to see things from his viewpoint and thereby bo tho better able to meet His objections besides ho will now bo passive while you are positive forcefully but kindly positive Positiveness Dy this I do not mean dogmatically arrogantly or antagonistically so but a positlvencss that is pleasantly convincing con-vincing This Is business tact Hero Is where concentration and confidence come In As like begets like so confidence confi-dence begets confidence Keep calm In your positive assurance bo deliberate delib-erate yet firm Get youreye on tho other mannot with a Svengall stare but with a quiet gaze that you may know his attitude toward your proposition propo-sition and that he may see and feel and know your honesty of purpose Impulsion This Is ono of the strongest numbers num-bers in tho whole combination Remember Re-member that compulsion will force may win temporarily but It will invariably In-variably rebound the result being repulsion re-pulsion Compulsion is a force from without with-out Impulsion a force from within Compulsion will make an enemy of a friend j impulsion will make a friend of an enemy Which Is preferable By impulsion I mean that you should lodge tho 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 It is merely another form and a better torwof using your persuasive powers To lodge tho thought successfully you should think In the fleet person singular 1 ie think as If you were thinking for him W > ic you to think in the second person yo he Would sense a 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 It rises over the threshold of his consciousness and ho accepts it as his own thoughtImpulsion 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 slop That Is driving the thought Whatever may be the nature na-ture of your business it surely does not consist of driving one nail one argument ono proposition but many Then clinch each ono by following fol-lowing tho 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 that moment of silence hold your thought fills can never bo done except by a falling inflection Why A rising inflection defers to tho will or knowledge knowl-edge of another not a wise thing to do when you wish to press a point whereas by a falling Inflection you assert your own will a very Im portant teaturo ror the lawyer when addressing a jury Follow your last won and falling Inflection with n 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 I should bo whenever possible In tho 1 case of a solicitor In any line of business busi-ness Insurance etc It Is usually necessary to go to the other man In this event It is necessary also togo I to-go Into his atmosphere radiation environments I en-vironments etc these are largely beyond your control and In conse II quence you are liable to be Inter I j I rtipted You may havo noticed quite frequently when you had your man I almost persuaded that ho seemed to welcome an Interruption Theresa Theres-a reason Therefore I say control I conditions when possible by getting your customer to your place of bus I press within your own environments and conditions which should bo wholly under your control Every traveling salesman will bear me out In the statement that ho has much Letter success when his prospective 1 prospec-tive buyers call at tho sample rooms iJ than when tho goods nro displayed at tho various places of business Practical Teats Out of the hundreds of cases In my own experience I will cite ono Involving Involv-ing the application of tho first six principles as herein given six of the psychological keys tho seventh and eighth It will be seen could not bo Included In this particular case I give with this Illustration the mode of proceduro showing how each key or number In the combination was used Collecting Money In ono of the suburbs of Chicago a college president was Indebted tome to-me 20000 for services rendered I did not present my account until some weeks after finishing my course of Instruction I was then given a letter to ono of tho college trustees tho president of a bank on Dearborn street When I handed him the letter he said Tho college Is short of funds but they have a half million dollars duo them In a few months I havo paid a numbor of bills for them but I have Just made up my mind to pay no more as I think tho creditors should bide their time besides Mr Warman there are many claims prior to yours that should by rights be paid first If I paid any Therefore I cannot can-not or rather 1 will not pay anymore any-more of tho accounts No ono who rends this will over have a harder proposition upon which to try these six principles Time man was no weakling He was of unusual physical strength with mentality lu proportion therefore when ho said ho had made up his mind I know ho had mado up a great deal Also when ho said ho could not and would not I knew that no amount of compulsion could move him and any argument I might offer would hoof ho-of no avail I said but little merely expressing my disappointment in hayIng hay-ing to wait so long but not holding the thought for a moment that I would wait at all 1 realized that It was tno psychological moment I then began with confidence 1 that I would succeed and I Immediately Immediate-ly concentrated 2 my forces In that direction yet remaining perfectly passive 3 to noto any change of heart that ho might experience As I had allowed him to unload 4 I now became positive B to his negative condition I did not stare at him as If to compel him but stood as If in doubt but with no doubt In me1 and hnpelled C him to compromise I said nothing but thought very Intently for him Impulsion i This is tho thought I hold on him over him for him Well you come In at ono oclock That little word well is a great compromiser Allot All-ot this probably occurred in tho space of a minute but It seemed many of them to mo Finally I looked up and said well I thought the rest of tho sentence for him but spoke not a word Instantly he took tho cue from tho spoken word and voiced my unexpressed un-expressed thought saying Well you come in at ono oclock Mark you ho had not committed himself had not promised payment Again I commanded passivity on my part as I thanked him and bade him good morning I did so because I wanted to get his mental attitude and catch any stray thought I caught it It came to me at once hat ho was a stickler on time Ho had said one oclock With him one oclock meant one oclock not five minutes after That would let him out When In the vestibule of the bank I set my watch with the bank clock I went to my office and related my experience ex-perience to my publisher Ho smiled lie was a doubting Thomas He said Yes thats very good but I shut him off by snylngbut nothing noth-ing Ho then sllldYes yes thats all right If I again shut him off wlthIf nothing you cannot load me up with any of your doubts I am going down there at one oclock and get that money Time reader will please recall what I said In a previous article about huts and ifs On the way to tho bank I held this thought on and for the banker Well Ive decided to pay you I held it so hard so tenaciously and with such confidence and concentration concen-tration and so exclusively of all other u thoughts that had I spoken to any ono on tho way I fear I would have given utterance to my one and only thought Well Ive decided to pay you I arrived at tho bank a few minutes early of the appointed time hut waited In the vestibule At precisely one oclock I presented myself at bin desk He looked up at tho clock thus confirming con-firming my Impression of the morning morn-ing and as he did so said I see youre on time to tho minute I was almost afraid to speak lest I might lost my grip on the thought I was holding on and for him but I at once assured him that being on time was oleo of my cardinal principles princi-ples No sooner did I get my hold on that which I desired him to say than simultaneous simul-taneous with my thought he voiced 1tWel1 Ive decided to pay you I may have seemed somewhat prolix In the presentation of this case but it has been for the purpose of thoroughness in order that tho student of psychology might follow mo In the application of the six fundamental principles Some one may say That Is all right for you but would a pupil a beginner have met with the same success Copyright by Joseph n Bowles |