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You may ask yourself: Why does a hunch come to me? As you go along selling, you store up in your consciousness many ideas, thoughts, events, incidents, facts, and different sales impressions and experiences. Using an average of 7,000- 10,000 words each day, you are sowing a lot of seeds and planting a lot of ideas of which you are not fully cognizant. This experience accumulates over a period of time. It is not possible for you to recall in a few seconds all the knowledge, impressions, and sales information you have gathered over a period of many months. So what happens? God is just, and He never fails to reward you for honest and constructive effort. He has a complete record of all your activities, so the divine power within you knows the experience or thing that is of the most constructive value at a particular time. So at some unexpected moment you "feel" a message urging you to do a particular thing. It has been selected for you by the creative power within as the one that will most benefit you, 158 TURN HUNCHES INTO CUSTOMERS and if you fail to act upon it, you are missing a real oppor- tunity to serve and make a substantial sale. One of the prophets in the Bible says: "And thine ears shall hear a word behind Thee, saying, This is the way, walk ye in it, and when you turn to the right hand, and when you turn to the left." These wise prophets of old appreciated this inner contact as a direct communication with the divine source of all true knowledge and power. We can do no better than follow their instructions. Pursuing your hunches may build a sales record that will qualify you for advancement. Many salesmen have a longing to become a sales manager, or a vice-president of their com- pany. You can realize this desire by making a wise use of your spare time. A salesman, some time ago, feeling his seniority rights had been overlooked, went to the president of the company to complain that a younger salesman had been advanced to a position to which he felt entitled. "Why has my 25 years of experience been ignored?" he queried. The president said: "You have had only one year's experience 25 times." Merely putting in hours does not sell or win a promotion. It is injecting your ability into the hours that wins recogni- tion and guarantees a reward. Experience is the knowledge, wisdom, and skill gained through a wise use of time. |
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