He might have thought me entirely
qualified to deal with figures, but not so capable of handling sales
agents and dealers.
So I never _said_ to him that I was the man he needed. But I _suggested_
it by presenting my ideas of how the job should be done. He accepted my
ideas as good, and was influenced by the natural suggestion that
resulted from them. He told me that he wanted me to become Commercial
and Sales Manager. It was the opportunity for success that I most
desired. I got myself _wanted_ without having to overcome any
_resistance_ in the mind of the man with whom I had chosen to work.
[Sidenote: Negative Suggestions]
You recognize how true to human nature are incidents of this sort. You
know how powerful is the force of _affirmative_ suggestion. But have you
appreciated how surely desire is killed by _negative_ suggestions? If
you make _displeasing_ impressions, you will get yourself _not_ wanted.
Therefore you must _be careful to avoid certain things your prospect
would not like, just as you should be careful in doing things that are
likable_.
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