Law Of Attraction
In my remarks about that manuscript, I suspect I
admitted that I was receiving $250.00 for the fifteen pages; yes, I am
sure I was careless enough to admit that I was being well paid for my
work.
Perhaps she induced me to make the admission. At any rate, the
information was valuable to her and she made effective use of it at
the psychological moment.
For all I know it was a part of her plan to observe carefully all that she saw and heard, with the object of finding out just what my weaknesses were and what I was most interested in discussing. Some salesmen take the time to do this; some do not. She was one of those who did.
Yes, she went away with my order for the six magazines; also my twelve dollars. But that was not all the benefit she derived from tactful suggestion plus enthusiasm; she got my consent to canvass my office, and before she left she had five other orders from my employees. At no time during her stay did she leave the impression that I was favoring her by purchasing her magazines.
Just to the contrary, she distinctly impressed me with the feeling that she was rendering me a favor. This was tactful suggestion. Before we get away from this incident, I wish to make an admission - when she drew me into conversation she did it in such a way that I talked with enthusiasm. There were two reasons for this.
She was one of them; and the other one was the fact that
she managed to get me to talk about my own work! Of course I am not
suggesting that you should be meddlesome enough to smile at my carelessness
as you read this; or that you should gather from this incident the
impression that this tactful saleswoman actually led me to talk of my own
work for the purpose of neutralizing my mind so that I would listen to her,
when she was ready to talk of her magazines, as patiently as she had
listened to me.
However, if you should be clever enough to draw a lesson from her method, there is no way for me to stop you from doing so. As I have stated, when I talked I mixed enthusiasm with my conversation. Perhaps I caught the spirit of enthusiasm from this clever saleswoman, when she made that opening remark as she came into my study.