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Man is born with an instinct—the instinct of self-preserva- tion. When he acquired power of conscious thought, he changed the name of instinct to intuition, but he did not change its source, purpose, quality, or power. Therefore, intuition may be defined as a quick perception without con- scious attention or reason. It is ready knowledge from within, spontaneously and instantaneously directing us exactly what to do and how to do it. It is always available to act in an emergency, to thwart a disaster, or to avert a calamity. I like to think of intuition as the trunk line of communication di- rectly to God. Therefore, as a salesman, do not ignore or postpone flashes of intuition. They are really constructive messages, which come to you as a guide and direct you to profitable situations. After I had completed all the chapters of this book except TURN HUNCHES INTO CUSTOMERS 157 this one, the hunch came to me that you would appreciate a few ideas on hunches, because they mean so much. I made a search at the Free Library of Philadelphia, where most of this book was prepared, and I could not find a single book on the subject of hunches. I therefore decided to write this chapter. In reviewing your own experience, how often have you proclaimed this well-known exclamation: "If I had only fol- lowed my hunch!" Possibly the reason you did not follow your hunch was because no one had ever told you the real source and value of your hunch and its importance to your welfare. You have had many hunches in the past, but they are water over the dam. However, you are going to have many more hunches in the future, and you are now being warned and advised to do something about them, because they mean customers and income for you. |
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