Analyzing Character, Arthur Newcomb [popular romance novels .txt] 📗

in need, as performing his duty without fear of consequences, as loving his native land, or as pouring out his very soul for the benefit of those who are dear to him.

DESIRE

According to the law of sale, desire is interest intensified. Interest may be purely intellectual. Desire is a feeling. Interest may not even suggest speech or action to the interested person. Desire infallibly suggests speech or action. The woman who stands before a magnificent window display of the latest fashions in evening gowns may be deeply interested in them, but if, perchance, she be a modest, retiring, home-keeping woman with no social ambitions, she doesn't even think of purchasing one. In fact, the chances are that she would not accept it as a gift. She would have no use for it. As a result, her interest in the display begins to wane and soon she passes on. How different is the case of the woman who loves excitement, attends many evening functions, and is ambitious to outshine her friends! She stops before the window. She also is interested. The longer she stands before the window and the more interested she becomes, the more certain is she to begin to think about purchasing one or more of the gowns, or of having one or more made upon these models. If she stands there long enough and her interest continues to increase, she will soon be making definite plans for gaining possession. In other words, her desire for an evening gown has been aroused.

MAKE THEM SEE THEMSELVES ENJOYING POSSESSION

Ask any successful clothing salesman or saleslady what is the best way to arouse desire for a suit, a cloak or a gown. Almost without exception they will answer: "Place the garment on the prospective customer and let him see himself in a good mirror and in a good light." In this way the individual actually sees himself enjoying possession. There is no stronger stimulus to desire than this.

A young man of our acquaintance had a great contempt for spring and fall overcoats, and had never purchased one. One day, after he had ordered a suit from his tailor, the salesman said: "Mr. Jenkins, you ought to have a spring overcoat to wear with that suit."

"A spring overcoat!" scoffed Jenkins. "I never wore a spring overcoat in my life. When it is cold, I wear my winter overcoat. When it is too warm for that, I am perfectly comfortable without an overcoat. Why should I waste my money in a thing which is only ornamental? If I am going to spend any more money on overcoats, I should rather put it into an extra fine winter overcoat."

"Now, here is one of our very latest styles, Mr. Jenkins," went on the salesman, ignoring the protest. "Just slip it on and see how it fits you."

The salesman held the garment invitingly, and, with a grudging warning to the salesman that he was wasting his time, Jenkins slipped it on. The salesman settled it upon his broad shoulders, smoothly folded back the rich, heavy silk facing, and deftly swung a mirror into position.

"Fits as if it were made for you, Mr. Jenkins," he praised. "I tell you, when you walk down the street in that overcoat in the bright, clear sunlight of a spring morning, you look prosperous."

In relating the incident afterward, Jenkins said: "Why, the fellow had me, absolutely. I could see myself walking down Michigan Avenue to business, and the sun shining on the lake, and the little shoots of grass beginning to show in Grant Park. I did feel prosperous. I felt so prosperous that, then and there, I bought that overcoat, the first spring overcoat I ever owned and just exactly one more spring overcoat than I had ever had any intention of owning."

AROUSE THEIR FEELINGS ABOUT THEMSELVES

If interest, therefore, is aroused by making a person think about himself, desire is created by making a person feel about himself and feel about himself in such a way that the feeling impels him to favorable decision and action. The object of the man or woman who would persuade according to scientific principles is to stimulate, through intensified thought, the strongest and most easily aroused feelings of the person to be persuaded. As you have already seen, we have been hammering upon those feelings from the very beginning. In securing favorable attention, we appeal to them. In arousing interest, we do our best to make the person to be persuaded think of himself in connection with these feelings; and now, in creating desire, we simply are going a step further and by every possible means intensifying the excitement of those feelings.

For example, in selling a garment to an exceedingly utilitarian and economical person, we secure his favorable attention, perhaps, by the remark: "Let me show you something that will look as well as the best and wear like iron, at a moderate price." We arouse his interest by showing him the hard, close, wear-resisting weave of cloth, the tenacity with which it holds its shape, and, at the same time, its neatness, attractiveness, finish, and superior workmanship. We create a desire for the possession of the garment by inducing him to put it on, at the same time remarking: "You can see for yourself that this garment is conservative and suitable in style. While not the extreme of fashion, it is not out-of-date nor out of harmony with the prevailing mode. A year from now you will be able to wear it with exactly the same feeling that you are well and neatly dressed, as you feel in wearing it to-day. Furthermore, because it is a standard style and not a novelty, it sells at far below the cost of fancy garments, notwithstanding its superior quality and workmanship. You will be proud to wear this garment when those who have paid twice as much for the more extreme styles have been compelled to discard them and purchase new."

THE PERSUASIVE POWER OF SUGGESTION

In his excellent scientific work, "Influencing Men in Business," Walter Dill Scott says:

"In persuading men, logical reasoning is practically never to be used alone. After the arguments have been presented, skillful suggestions should be used as a supplement. This supplement often changes threatened defeat into success. The skillful pleader before a jury, the wise politician, and the successful superintendent of men all alike are compelled to resort to suggestion to supplement their arguments in their attempts to influence men.

"If we should divide all customers into the two classes, professional buyers and the general public, then, in appealing to this latter class, special attention should be given to suggestion. In an advertisement containing both a good suggestion and a good argument, the suggestion is read often and the argument rarely. From infancy, we have been accustomed to respond to suggestions so frequently that we follow this habit in purchasing merchandise, even though we ought to make such purchases only after due deliberation. Deliberation is a process of thought which is very elaborate and very exhausting. The general purchaser—the housewife—does not ordinarily rise to such an undertaking, but contents herself with a process very closely approximating the working of pure suggestion. Even though she begins to deliberate, the process is likely to be cut short by the effect of a clever suggestion.

"The general public responds more readily to suggestions than to arguments; hence, in dealing with this large group, it is usually wise to construct the copy according to this habitual method of response of the general public. Immediate action is more often secured by suggestion than by arguments."

Since this is true, that person is most skillful in persuading who has acquired the most skill in suggestion. He stimulates the imagination to paint vivid and intensely-colored mental pictures of the gratification of desire. Make desire strong enough, and, if you have correctly analyzed the one to be persuaded, the rest follows.

CHAPTER IV INDUCING DECISION AND ACTION

"I want it," said a gentleman to us, speaking of a piece of property in which he was contemplating investment. "I want it so bad that I can't think of much else. I lie awake nights dreaming of myself in possession of it, and yet, somehow or other, I can't make up my mind to buy it. I have the money and have had the money in the bank for weeks. There is nothing else I want to do with that money half as much as I want to buy that property, but it is an important move and, somehow or other, I just can't make the plunge."

This gentleman's experience illustrates a psychological condition well known to many of our readers, because they have been in substantially the same situation—and well known to every salesman, because he has had to meet and combat just such a situation many a time.

Desire having been created, our law of sale states that desire, properly augmented, ripens into decision and action. This is true. And yet the ripening process is sometimes so slow that the frost of fear or the rot of regret spoils the fruit. It is popularly supposed to be true that if a person really desires to do a thing strongly enough, and it is within the bounds of possibility, he will do it. Nine times out of ten, or perhaps ninety-nine times out of a hundred, this is the case; but there are times when the will simply refuses to respond to desire.

A BALKY WILL

A lady who was of an exceedingly stubborn nature once said to us: "Ordinarily, I consider myself to be quite amenable to persuasion and suggestion. I like to live peaceably with others. Occasionally, however, someone, and perhaps someone whom I love very dearly, says something or does something that makes me stubborn. Then I absolutely balk. Commands, demands, appeals, cajoleries, every means thinkable, are used, but the more people attempt to influence my action, the more stubborn I become. If then I am left alone to think it over for a few hours, very likely I shall begin to think that it would be advisable, from every point of view, for me to yield. My judgment is already convinced that to yield is the best policy. My love for my friends, my desire for peace, my wish to be accommodating and to have their approval all urge me to yield. I want to yield. But, even then—how, I cannot explain—there is something inside which absolutely forbids it. This is so strong that it feels stronger than my judgment and all of my desires taken together. The only possible course for me to pursue is to forget the entire matter for a few days, at the end of which time, perhaps, the stubbornness has seemingly evaporated."

DECISION MAY WAIT UPON AN IRRELEVANT WORD

And so, merely augmenting desire oftentimes is not enough to bring about decision and action, even in cases which are not so extreme as those which we have just cited. The proposition may be of such a nature that it does not admit of arousing desire to any very high pitch. In all such cases what is needed is some special stimulus to the will. As every chemist knows, sulphuric acid and alcohol, when mingled together in a glass vessel, do not combine. They have an affinity for each other. All of the necessary elements for active combination are present in that glass, and yet they do not combine. But drop in a bit of platinum and instantly the whole mass is boiling with energy let loose. In a similar way, oftentimes, all the elements for decision and action are present in the mind, yet nothing happens. But a word or a little act, seemingly insignificant in itself, oftentimes breaks the spell, as it were, and decision and action follow. In our first chapter of this part we described some of these methods for ripening desire into decision and