In making an analysis of these causes and interests, we
discover that they may be influenced by certain advantages
and the effect they have on the life of the prospect:

First: The first advantage that the prospect desires is hap-
piness or peace of mind. The prospect derives great satisfac-
tion from what he buys. His purchases buoy him up. He
feels that he is really doing something worth while.

Second: The second advantage the prospect desires is the
gain of health. He places a great value on this because it is
his greatest and most important asset, and he will buy almost
anything if he is convinced that it will improve and safe-
guard his own health or his family’s.

Third: The third advantage he desires is a gain of money
or wealth. The prospect realizes that it is necessary to spend
money to earn money. Therefore, he will buy those things
on which he can make money or those that he can resell and
make a profit.

Thus you have a direct road to the prospect’s interest, a
direct road to the sources of his decision to buy, and a road
map of the advantages by which you can attract him. You
have a psychological background. This is the foundation on
which to create a scientific sales presentation. With this
scientific knowledge and information about the prospect,
you can create thoughts and ideas from within that will at-
tract him, and, by gaining his confidence, you can sell him
your particular product. Thoughts about the thing you want
to sell, built around his interests, his needs, and his wants,
and believed in by you, will convince him to buy.

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Image by aflcio2008 via Flickr

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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