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.

Related articles by Zemanta

• Whatever you want, wants you.
• Why the Law of Attraction is Wrong, But Why It Still Works
• Effectively Apply the Law of Attraction in Your Life.
• Law Of Attraction Training - Appreciation
• Transform Your Body to Transform Your Life
• The Law of Attraction Power Triangle
• A Whisper, Perhaps, From the Universe???s Dark Side

Image by ~jjjohn~ via Flickr

I decided that the only scientific way for me to demon-
strate my faith in selling life insurance was to create a sales
plan that would carry the message of its benefits and values
to the prospect and convince him that he would enjoy satis-
faction and peace of mind by owning it. It was up to me to
use my ability and draw on the hidden power within and
create a sale that did not exist before.

In applying your ability to think and create a sale, it is
wise to get the right attitude toward yourself as well as your
product. You must realize that you are not merely a rag, a
bone, and a hank of hair—you are greater than your body.
Your power to think does not confine you to your own skin.
You can project thought. You can organize and visualize the
ideas and thoughts about the thing you sell with such power
that it creates a sale. To do this scientifically and effectively,
it is essential to build these thoughts and ideas into a plan.
What is a plan? A plan is a method of action, procedure,
or arrangement. It is a program to be done. It is a design
to carry into effect an idea, a thought, a project, or a devel-
opment.

Therefore, a plan is a concrete means to help you fulfill
your desires. In the field of selling, your desire is to create
sales and render a useful service. To do this effectively, it
is wise to have two plans:

First, a plan of operation to govern, guide, and control
your general activities. To organize and arrange your activ-
ities each day is to save time, conserve energy, and elim-
inate chaos. The orderly arrangement of time will guide and
direct you through the labyrinth of the most busy day.

Second, a Sales Plan to govern, guide, and direct your
sales procedure.

Prospects are influenced and motivated to action by ideas,
and the more quickly they receive ideas about the value of
the product, the sooner they will react. I decided that life
insurance was an idea guaranteeing many valuable benefits
to the prospect and his family. I also decided that the quick-
est, the most practical, the most efficient, the most feasible,
and the most scientific method of carrying that idea to the
greatest number of prospects in the shortest period of time
was by means of a Sales Plan.

Related articles by Zemanta

• Dave Johnson: Communicating With the Public
• Communicating With the Public
• Dan Dennett: On The Prevalence & Power Of Ideas (Memes)
• “Designers’ Version of the Scientific Method”