One
of the greatest students of the human mind assures us that "most persons
never perform an act of pure reasoning; but all their acts are the
results of imitation, habit, suggestion, or some related form of
thinking."
[Sidenote: Three Reasons For Using Suggestion]
Suggestion is remarkably effective in persuading and in arousing desire
because:
First, _every "suggested" idea is accepted as absolutely true unless it
is contradicted by other ideas already in the mind of the prospect_.
This is because the prospect thinks a _suggested_ idea is his. He adopts
it and makes it his own. That is, his mind takes the suggestion and
interprets it in terms of his own thoughts. Of course he believes what
he himself thinks. _Say_ to a prospective employer that you would
particularly like to work in association with him, and he may believe
you are "shooting hot air." He will have no such feeling if you tell him
details about his business that have especially interested you. _Show_
him that you have been studying and observing his methods.
Pages:
347
348
349
350
351
352
353
354
355
356
357
358
359
360
361
362
363
364
365
366
367
368
369
370
371