When he becomes
conscious of the presence in his mind of an idea that has been only
_suggested_ to him, he is apt to treat it _as one of his own family of
ideas_ and not as an intruder. Naturally he is little inclined to oppose
a desire that he thinks is _prompted by his own thoughts_. However, he
would be disposed to resist the same wish if he realized it had been
_injected_ into his consciousness.
All of us know the great force of suggestion; but there are very few
people who so use words, tones, and movements as to make the _most_ of
their power of _suggesting_ ideas in preference to _stating_ them.
Probably no tool of salesmanship will be of more help in _assuring_ your
success than fully developed ability in suggestion, which is the
skillful process of getting your ideas into the minds of others
_unawares_.
[Sidenote: Words Are Doubted]
The _words_ we use are intended to convey pretty definite meanings to
listeners. If we are entirely honest in our words, we expect whatever we
say to be taken at its face value as the truth.
Pages:
122
123
124
125
126
127
128
129
130
131
132
133
134
135
136
137
138
139
140
141
142
143
144
145
146