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“No,” was the answer. “Why it certainly is! It says ’application’ right up here at the top,” he pointed. “It won’t be an application until you write your name here,” I said. (As I spoke, I handed the open pen to him, and touched one finger on the dotted line.) He did exactly as Wilkes said he would do—took the pen from my hand without seeming to be conscious of taking it! More silence while he read. Finally, getting up from his chair, he walked slowly over to the window and leaned against the wall. He must have read every word on that paper. All this time there was absolute silence. Five
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Just what is the psychology behind this thing? I don’t know. Perhaps it is this: you keep a man’s mind concentrating on signing— not on refusing. You finally crowd out all the reasons why he shouldn’t, until his mind just keeps subconsciously thinking of all those reasons why he should. All thoughts tend to pass into action.
Your first words: “Is that right, Mr. Blank?” laying the paper on his desk directly in front of him.
Momentum is with you! One of the greatest services one man can render another is to help him come to an intelligent decision.
“In this world, we either discipline ourselves, or we are disciplined by the world. I prefer to discipline myself.” Dick Campbell believes that adopting this plan enabled him to eliminate all fear of failure. Said he: “Whenever a salesman gets out of the habit of seeing enough prospects, he loses his sense of indifference.” That’s what Babe Ruth had—a sense of indifference. Brother Gilbert, who discovered Babe Ruth, said: He looked better striking out than he did hitting home runs.”
Thomas Edison had ten thousand failures before he invented the incandescent bulb. Edison made up his mind that each failure brought him that much closer to success.
It was Shakespeare who wrote: “Our doubts are traitors, and make us lose the good we oft might win, by fearing to attempt.” Courage Is Not the Absence of Fear, It Is the Conquest of It.
Temperance— Temperance— Eat not to dullness; drink not to elevation. Silence— Silence— Speak not but what may benefit others or yourself; avoid trifling conversation. Order— Order— Let all your things have their places; let each part of your business have its time. Resolution— Resolution— Resolve to perform what you ought; perform without fail what you resolve.
Frugality— Frugality— Make no expense but to do good to others or yourself; i.e., waste nothing. Industry— Industry— Lose no time; be always employed in something useful; cut off all unnecessary actions. Sincerity— Sincerity— Use no hurtful deceit; think innocently and justly, and, if you speak, speak accordingly. Justice— Justice— Wrong none by doing injuries, or omitting the benefits that are your duty. Moderation— Moderation— Avoid extremes; forbear resenting injuries so much as you think they deserve. Cleanliness— Cleanliness— Tolerate no uncleanliness in body, cloaths, or habitation.
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