Napoleon Hill's Science of Successful Selling by Unknown

Author:Unknown
Language: eng
Format: epub
Publisher: G&D Media
Published: 2020-02-14T16:00:00+00:00

Chapter Five

AUTOSUGGESTION: THE FIRST STEP IN SALESMANSHIP

Every supersalesperson knows that every sale is made to the salesperson first, and that the extent to which the salesperson makes this sale perfectly measures the degree of conviction that can be induced in the buyer’s mind.

Because of the importance of self-selling, autosuggestion assumes an important role in teaching salesmanship. This is the principle through which the salesperson saturates their own mind with belief in the commodity or service offered for sale, as well as in their own ability to sell.

Autosuggestion is self-suggestion. It is the principle by which one imparts to one’s subconscious mind any idea, plan, concept, or belief. The subconscious mind is the broadcasting station that voluntarily telegraphs one’s thoughts and beliefs, or disbeliefs, to others. Supersalespeople know that they must educate their subconscious minds to broadcast belief in what they are offering for sale. Repetition of a suggestion to one’s subconscious mind is the most effective way of educating it to broadcast only such thoughts as will be beneficial.

The subconscious mind will not be influenced by any suggestions made to it, except those which are mixed with feeling or emotion. The head, or the cold reasoning faculty, has no influence whatsoever on the subconscious mind. It responds only to the impulses of thought that have been well mixed with feeling.

The subconscious mind is influenced by the negatives as readily as by the positives. Supersalespeople never overlook this fact. This is one reason they are supersalespeople.

The seven major positive emotions:

1. Sex is placed at the head of a list because it is the most powerful emotion.

2. Love.

3. Hope.

4. Faith.

5. Enthusiasm.

6. Optimism.

7. Loyalty.

The world is controlled by the emotional faculty. Most of our activities from birth until death are induced by our feelings. Salespeople who appeal to buyers through their emotions or feelings will make ten sales to one made by those who appeal through reason alone. Buyers generally make purchases because of some motive that is closely associated with the emotions, as one may readily discern by studying the table of motives that prompt people to buy.

In the foregoing list of seven major positive emotions, supersalespeople will find nature’s elixir, which they must mix with the suggestions they plant in their subconscious minds if they expect to broadcast to prospective customers thought impulses that will influence them in favor of the sale.

The seven major negative emotions:

1. Anger, quick and transitory.

2. Fear, prominent and easily discernible.

3. Greed, subtle and persistent.

4. Jealousy, impulsive and spasmodic.

5. Revenge, subtle and quiet.

6. Hatred, subtle and persistent.

7. Superstition, subtle and slow.

The presence of any one of these emotional impulses in the conscious mind is sufficient to discourage the presence of all of the positive emotions. In extreme cases, the presence of a combination of these emotions in the conscious mind may lead to insanity.

Obviously any suggestion planted in the subconscious mind while any one or more of these negative emotions is present will carry with it a coloring of a negative nature. When the subconscious mind broadcasts

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