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Whatever you do, try to get a clear conception. Concep- tion comes from the Latin word concipere, which means "to conceive." To form a proper conception, either of a material or an immaterial proposition, is to take into the mind all the GET CHARGED UP AND GO AHEAD 171 component parts of the proposition. It is grasping with full intelligence; indulging in reflective thought to form or de- vise ideas; understanding the meaning of words; interpret- ing symbols; and creating a scientific plan of action. A new conception of selling enabled me to reduce selling to a science. I proved by experience that sales of any prod- uct or service could be effected successfully by putting into operation the Law of Averages. I also demonstrated that the most scientific way to put the Law of Averages into op- eration was by using the telephone. Selling on this principle enabled me to sell 10 million dollars worth of life insurance by telephone. This performance was a new conception of an old idea. It helped to charge me up. Try to get a clear con- ception of your occupation. You will be surprised at its pos- sibilities and opportunities. They will startle you. They will arouse you. They will inspire you. |
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