Therefore
you should _train your memory_. We will not enlarge just now upon this
factor of the process of making success certain; because in previous
chapters and also in the companion book, "The Selling Process," the
right methods of developing a good memory are indicated.
[Sidenote: Constructive Imagination]
The value of _constructive imagination_, not only in planning your
entrance to the physical presence and into the mind of the prospect, but
all through your salesmanship, cannot be over emphasized. If you are to
gain your chance with another man, _you must be able to see imaginary
future situations, through his eyes_. In advance of your interview it is
necessary that you imagine yourself in his place when a caller like
yourself is received.
Some so-called "realists" condemn imagination. They say it is apt to
make men visionary and unable to recognize and meet successfully the
every-day problems of life. But the _big_ men of finance, industry, and
politics have become pre-eminent because of the fertility and
productiveness of their imaginations.
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