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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Creative selling is an individual accomplishment. It em-
braces you and the power within you to think and create.
These qualities and attributes are individual, and no one
but you can develop them. Cut loose and free yourself from
all negative thinking, from all petty restrictions and all
pygmy notions and all corroded resistance.

Negative thinking retards you and holds you back. Open up
the channel to positive thinking, and let the creative power
flow through.

Cast out all your doubts and uncertainties. They are of no
value. Turn the power and dominion of positive thoughts on
all your doubts, worries, and dreads. Start to develop the
power of creative selling, and expect nothing but results.

Rejoice and be glad that you have the ability as well as the
opportunity to sell. It will be a thrilling experience to sell
and serve. You will find that you feel like a new person.
You will feel like starting anew every morning. What seemed
a burden and a task will became an interesting and profit-
able adventure.

In the attributes of latent ability and creative power the
men and women who sell have undeveloped resources to
make the economy of this nation hum with unlimited pros-
perity, spin with increasing activity, and furnish more of
the good things of life to a greater number of people for
many, many years to come.

With new and better products coming into the market every day,
and with new wants and new needs being uncovered almost hourly,
everyone who sells or who prepares himself to sell has an
unparalleled opportunity to partake of all the good things of
life and share in an inexhaustible abundance. Opportunity is
not only knocking on your door, but it is ringing the door bell,
urging you to avail yourself of the greatest aggregation of un-
tapped wealth and prosperity that this nation or any nation
has ever known. The potentialities of selling are greater
today than ever before. Greater, too, are the rewards of
selling.

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Creative selling holds a very definite place in our economy
today, and it is the only power that can keep our economy
strong, balanced, and capable of expanding to meet the new
situations and new conditions that are developing with light-
ning rapidity. These new situations and new conditions will
require new products and new services. Only the salesman
can create the new markets necessary for their success.

The men and women who sell are not only faced with a
responsibility, but with a definite challenge. They must have
the daring and ability to create sales. They must stub their
toes, wake up, shake off that state of lethargy, and arouse
that sleeping giant of creative power and positive action
hidden within themselves. They must dare to think for them-
selves. They must rely on their own creative power. With
faith and confidence, engendered by positive thinking, they
can draw on their latent ability and practice and demonstrate
the power of creative selling to create sales that others may
think impossible.

Salesmen who blaze new trails, open up new markets,
pioneer new products, and create sales are salesmen who
dare to sell things that have not been sold before. While
others doubt, they go forward. They think, they seek, they
ask, they search, and they find. They open new opportuni-
ties and help to furnish employment to millions of people.

They have the challenge to dare, the incentive to undertake,
and the urge to begin, and soon their ability is turned into
power that produces sales. They realize that “he who dares
to think” stands secure in the majesty of his own might, and
enjoys the blessings of his own efforts.

Creative selling is a science and also an art. The science
teaches you what to do, and the art teaches you how to do
it. Creative selling is the ability and art of increasing the
satisfaction of the prospect by convincing him that the thing
he buys will best fulfill his needs and desires. In fact, it is
creating a market that did not exist before.