To gain attention and get interest is not enough. With a
feeling of confidence and earnestness you must arouse the
desire, incite that inward, invisible intensity of being and
make others want to do what you propose. You have the
power to intensify your thoughts. Concentrate this power on
a sale, and you will attract all the forces necessary to accom-
plish it. You will attract that which you want to accomplish
by putting a lot of thought into it. When you proceed along
this line, you are in a position to draw on all the necessary
elements and entities and make full use of them. The sale
will build itself if you center your thoughts on it. Thoughts
turn into realities. Your great creative power is within you
now, right where you are, ready to go to work for you. You
can apply the Law of Attraction as a means to help you put
this power of creative selling into action. It will turn your
sales ability into cash.

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The power of creative selling lies not in the product, not
in the service, and not in the prospect—it lies in you. It lies
in your ability to apply the Law of Attraction to draw the
prospect to you. As a salesman, you want results; you want
to make a sale, and you want to be of service to the prospect.

The most scientific and practical way to do this is to give
the prospect all the knowledge and information possible
about your product. Make an effort to give him a complete
and comprehensive picture of what the product is, what it
can do for him, and the pleasure and satisfaction he will
derive from owning it. In doing this, you give the prospect
an idea of what you can really do for him. He feels the im-
pact of your impelling presentation. You stimulate and in-
cite his consciousness with a genuine reason for buying. You
feelingly persuade him to act. The prospect says to himself:
“This is an appeal to my reason and to my interest, and ac-
cording to my judgment it is a sound presentation. It makes
sense. This salesman is telling me the truth. He believes
what he says. Therefore, I am going to act on his advice
and counsel.” Prove and demonstrate that the product that
you are selling has merit, that it is faithfully meeting the
needs and satisfying the wants of others, and that it will
therefore serve and benefit your prospect.

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The Law of Attraction is very plainly expressed in the
Bible. It reads: “To him that hath shall be given, and from
him that hath not shall be taken away, even that which he
hath.” As applied to attracting the prospect, this simply
means that if you have the thoughts and ideas to attract him,
and give them out, then you attract other things to you, and
therefore more things shall be given unto you. On the other
hand, if you do not make use of the thoughts and ideas you
now have, then even that which you already have shall be
taken away. It merely expresses the inexorable and immu-
table law that you have to give in order to get.

In selling you have only one thing to give, and that is
your ability, intelligently reviewed and appraised, and con-
veyed to others through a system or a plan of action. Your
ability can be expressed through a Sales Plan. You can
create this plan in a haphazard, hit-or-miss way, or you can
create it in a scientifically planned way. To attract a pros-
pect and to create a sale, the latter is imperative. The per-
fection of selling starts with you. How high do you register
in the scale of perfection? What are you doing to improve
your efficiency? Have you learned to harness all your forces
and concentrate them on the job of selling? Have you ac-
quired the knowledge and skill to do the greatest amount of
work with the least possible amount of effort in the shortest
period of time? Can you get maximum results with minimum
effort? Are your thoughts liquid? Can you adjust yourself
quickly? Have you the power of adaptability? Can you apply
common sense? Do you assume the role of self-importance
when shouldered with the responsibility of serving others?

Does your expert knowledge and keen sales ability lose its
charm and savor at the expense of impudence and arro-
gance? Do you use your head for other things as well as a
place to hang your hat? Always remember that if the product
or service could talk and reveal its qualities, services, merits,
usefulness, and its benefits and advantages to the prospect,
the power of creative selling would be unessential and your
services as a salesman would no longer be needed. However,
since the product or service cannot do this, it is your job to
do it effectively. This requires positive thinking, creative
planning, and dynamic action.

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Image via Wikipedia

The laws of the universe are abstract until we begin to
understand their principles and discover that these scientific
laws are as close to us as our elbows. According to scientific
theories, the universe is held together by the Law of Attrac-
tion. In physics you were taught that the Law of Attraction
is a force acting mutually between particles of matter, tend-
ing to draw them together.

A Law of Attraction also operates in selling. It is the for-
mula, the process, the method, the plan, and the act you
employ to attract the prospect. The more you know about
the prospect and the situations that control his acts, the more
quickly you can attract him. Attracting the prospect calls
for a combination of science and art. Science instructs us
what to do. Art teaches us how to do it. Through observa-
tion, experience, reflection, and reasoning you can analyze
the prospect. You can uncover the reasons that influence
and motivate him to act.

Prospects are governed and motivated to action by ideas.
Compounding ideas into a scientific Sales Plan and present-
ing them in logical sequence stimulates reaction and leads
to quick results. Human nature is fundamental. You can be
fairly certain what reaction you will get from people when
you present them with a certain definite idea. A positive idea
in action always produces a reaction. This reaction will be
favorable if the plan to convey the idea is scientifically pre-
pared.

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