Law Of Attraction

Think of that - "You present the matter so differently!" And how did this newly made salesman present the matter so differently?

Putting the question another way, what did this master salesman really sell that artist?

Did he sell him securities?

No! he sold him his own picture which he was painting on his own canvas. The securities were but an incident. Don't overlook this point. That master salesman had remembered the story of the old lady who entertained me for three-quarters of an hour by talking about that which was nearest my heart, and it had so impressed him that he made up his mind to study his prospective purchasers and find out what would interest them most, so he could talk about that.

I WOULD RATHER BEGIN AT THE BOTTOM AND CLIMB TO THE TOP THAN TO START AT THE TOP AND HAVE TO REMAIN THERE.

This "green," newly made salesman earned $7,900.00 in commissions the first month he was in the field, leading the next highest man by more than double, and the tragedy of it was that not one person out of the entire organization of 1,500 salespeople took the time to find out how and why he became the real "star" of the organization, a fact which I believe fully justifies the rather biting reprimand suggested in Lesson Nine to which you may have taken offense.

A Carnegie, or a Rockefeller, or a James J. Hill, or a Marshall Field accumulates a fortune, through the application of the selfsame principles that are available to all the remainder of us; but we envy them their wealth without ever thinking of studying their philosophy and appropriating it to our own use.

We look at a successful man in the hour of his triumph, and wonder how he did it, but we overlook the importance of analyzing his methods and we forget the price he had to pay in careful, well organized preparation which had to be made before he could reap the fruits of his efforts.

Throughout this course on the Law of Success, you will not find a single new principle; every one of them is as old as civilization itself; yet you will find but few people who seem to understand how to apply them.

The salesman who sold those securities to that artist was not only a master salesman, but he was a man with an attractive personality.