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Conviction comes from two Latin words, "con," with, and "vincere," to conquer. In order to conquer doubts about your ability to perform, either by argument or belief, it is impera- tive that the proposition be thought through to a conclusion. Haphazard conclusions are the result of faulty reasoning. After thinking a proposition through, you can only reach one 58 HOW TO PERFECT YOUR SALES PLAN conclusion—the proposition is either true or false. If it is true, make a decision with conviction, and act upon it with determination. A state of being convinced is predicated upon the integrity of the human mind. When fed with facts the mind does not err and the decision reached inspires con- viction. To realize the full impetus of ability and to derive its full benefit, a thorough and wholehearted conviction must per- meate and embrace every phase of your occupation. Know- ing your Sales Plan thoroughly and your lines perfectly gives the added power of conviction and incentive. You have a greater urge to sell your proposition. It engenders and in- carnates a spirit of enthusiasm, that inward intensity of be- ing, that great inspirational, vitalizing, propelling force and power that you inject into the spirit of selling. You make whatever you are selling speak with dynamic authority and ring with the spirit of sincerity. It infuses in you an unfalter- ing trust and an unbounded faith. Its influence is instantane- ous and the prospect is invariably inspired and persuaded to do business with you. |
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