It is
necessary only that you analyze _specifically_ what you realize now
rather indefinitely. If you do not care to study a _book_ on psychology,
just use your own mind as your psychological laboratory for continual
self-analysis.
Answer for yourself such questions as, "Exactly what effect will this
particular word, or tone, or act have--and just why?" You can work out
pretty well the _practical knowledge of psychology_ you must have in
order to sell ideas about your capabilities most effectively. You simply
need to apply _purposeful intelligence_ in everything you do and say;
instead of making impressions without comprehending that by each word
and tone and act of daily living you are influencing, favorably or
adversely, your chances to succeed.
[Sidenote: Three Factors of Selling Process]
Think of yourself as one of the _three factors_ of the selling process.
The _goods of sale_ are your best capabilities, of course. The second
factor is the _prospective buyer_, the man who has need of such
qualities or services as you could supply.
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