Success
That you may observe just how imagination plays the leading part in
salesmanship I will analyze this sale for you, with due apologies for
personal references, which cannot be avoided without destroying
much of the value of the illustration.
A few years ago I was invited to speak before the inmates of the Ohio
penitentiary. When I stepped upon the platform I saw in the audience
before me a man whom I had known as a successful business man,
more than ten years previously.
That man was B_, whose pardon I later secured, and the story of whose release has been spread upon the front page of practically every newspaper in the United States. Perhaps you will recall it.
After I had completed my address I interviewed Mr. B_ and found out that he had been sentenced for forgery, for a period of twenty years. After he had told me his story I said:
"I will have you out of here in less than sixty days!"
With a forced smile he replied:
"I admire your spirit but question your judgment. Why, do you know that at least twenty influential men have tried every means at their command to get me released, without success? It can't be done!"
I suppose it was that last remark - It can't be done - that challenged me to show him that it could be done. I returned to New York City and requested my wife to pack her trunks and get ready for an indefinite stay in the city of Columbus, where the Ohio penitentiary is located.
I had a definite purpose in mind! That purpose was to get B_ out of
the Ohio penitentiary. Not only did I have in mind securing his
release, but I intended to do it in such a way that his release would
erase from his breast the scarlet letter of "convict" and at the same
time reflect credit upon all who helped to bring about his release.
Not once did I doubt that I would bring about his release, for no
salesman can make a sale if he doubts that he can do it.
My wife and I returned to Columbus and took up permanent headquarters. The next day I called on the governor of Ohio and stated the object of my visit in about these words: "Governor: I have come to ask you to release B_ from the Ohio penitentiary. I have sound reason for asking his release and I hope you will give him his freedom at once, but I have come prepared to stay until he is released, no matter how long that may be.