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Seat of Intelligence - part 2

In a large sales organization in New York, one of the top-notch salesmen is a man whose education is nil. His conversation includes atrocious words such as "dese, dose, dem, ain't," etc. He does not sell to illiterate people, but calls on the heads of large companies.

As I will explain later in this chapter, this uneducated salesman is using the forces contained in his creative mind.

A businessman in an eastern metropolis was about to fail. Through a series of adverse conditions he had reached a point where his liabilities exceeded his assets by nearly $50,000. Creditors were threatening suit; two of them had actually started litigation. Things looked so black for this man it seemed inevitable that his doors would soon be closed. He was so discouraged that he dreaded coming to his office each morning, because he knew he would have to face a renewed barrage of telephone calls from creditors asking him for money and telling him what would happen if they did not get it. One day while reading his newspaper on the train, he saw the story of a man who had taken over a nearly bankrupt business and had turned it into an outstanding success. A series of provocative thoughts entered the mind of our troubled businessman. "If that fellow could turn a near bankrupt business into a success, why can't I take my own near bankrupt business and do the same?" our friend asked himself. Without realizing it, he had sparked his creative mind into action. He began thinking in terms of I CAN and I WILL. Did he now hesitate to go to his office? NO! The next morning he hastened into the city and the moment he entered his office door he asked his bookkeeper to give him a full list of all his creditors. One by one he phoned these people. "Give me just a bit more time and you'll be paid in full—and with interest," he said with newfound enthusiasm. "Did you land a big contract?" one of the largest creditors asked. "No, but I have gained something far more important," replied the debtor. "I have acquired a new spirit which will put me over." "I believe you have. I can hear it in your voice. Yes, we will be happy to cooperate with you," said the creditor with a note of real friendliness. His voice, expressing sincere elation, drew a favorable response from every creditor who had formerly been threatening to sue him. With his mind at peace, he concentrated his efforts on getting business; and with his newly found spirit, he had no difficulty in securing many worth-while contracts. It was not long before the books of this company showed no red ink, but important sums of earned profits. In this case, nothing unusual happened. Business conditions were the same. The only change was in the mind of the man who had formerly felt his business was rapidly going on the rocks.

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