Give him to
understand that you have also investigated other businesses. Thus
without _saying_ it, you _suggest_ to his mind that you have come to his
office because you really would prefer to be employed there. He will
believe the suggested idea; though he might have scoffed at the
statement.
[Sidenote: Suggestion Avoids Contradiction]
Second, _suggestion is effective in persuasion and in arousing desire
because suggested ideas which include no comparisons or criticisms very
seldom arouse contradictory attitudes of mind_. The suggested idea
enters the mind of the other man quietly, unaccompanied by a blare of
the trumpet "I Tell You." Opposing ideas are not aware of its presence
until it has supplanted them. _Suggest_ to a chosen employer that he
_means_ to be up-to-date, and he agrees. If you _say_ his methods are
behind the times, he will be apt to defend them instead of following
your lead along the line of suggested improvements.
[Sidenote: Suggested Ideas Tend to Action]
Third, _every suggested idea of action tends to result in the action
itself; whereas a direct attempt to secure action is almost sure to
result in opposition_.
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