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In preparing this book, I have endeavored to use my imag- ination. My true purpose has been to visualize myself in your shoes. I realize that many books on selling are dull and uninteresting. In fact, you grow tired and weary trying to read them. Instead of inspiring you and making you want to sell, they really make you sigh, "Ho-hum—who brought this up?" In preparing this book I have asked myself many times: Is it interesting? Is it instructive? Is it inspiring? Is it getting over the right idea? I have endeavored to express to you exactly what I would like you to express to me if you were writing the book. Every idea advanced has one objec- tive in view: your interest. Will it stimulate you? Will it inspire you? Will it increase your understanding? Will it contribute to your growth? Will it help you to be a bigger man and a better salesman? It has taken a lot of time, thought and effort to write this book. All the ideas I have incorporated in it have been designed to inspire you to think and exercise your imagination in the field of selling. In concluding, by all means train your imagination to vis- ualize, to think up something, to heed the attention of chil- dren, to ask questions and to gather ideas. Return to this chapter and reread it. Take the brakes off of your imagina- tion, and your imagination will put the "breaks" on you. Ap- plying the suggestions outlined in this chapter will be like hiring a Junior Salesman for life. Try it. EIGHTEEN |
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