better than just being told about it. Happy faces will show contentment with a variety of products. All of these dramatize for the viewer the advantages offered by whatever is being sold - and they do get people to buy them. You can dramatize your ideas in business or in any other aspect of your life. It’s easy. Jim Yeamans, who sells for the NCR company (National Cash Register) in Richmond, Virginia, told how he made a sale by dramatic demonstration. “Last week I called on a neighborhood grocer and saw that the cash registers he was using at his checkout counters were very old-fashioned. I approached the owner and told him: ‘You are literally throwing away pennies every time a customer goes through your line.’ With that I threw a handful of pennies on the floor. He quickly became more attentive. The mere words should have been of interest to him, but the sound of Pennies hitting the floor really stopped him. I was able to get an order from him to replace all of his old machines.” It works in home life as well. When the old-time lover Proposed to his sweetheart, did he just use words of love? No! He went down on his knees. That really showed he meant what he said. We don’t propose on our knees any more, but many suitors still set up a romantic atmosphere before they pop the question. Dramatizing what you want works with children as well. Joe B. Fant, Jr., of Birmingham, Alabama, was having difficulty getting his five-year-old boy and three-year- old daughter to pick up their toys, so he invented a “train.” Joey was the engineer (Captain Casey Jones) on his tricycle. Janet’s wagon was attached, and in the evening she loaded all the “coal” on the caboose (her wagon) and then jumped in while her brother drove her around the room. In this way the room was cleaned up - without lectures, arguments or threats. Mary Catherine Wolf of Mishawaka, Indiana, was having some problems at work and decided that she had to discuss them with the boss. On Monday morning she requested an appointment with him but was told he was very busy and she should arrange with his secretary for an appointment later in the week. The secretary indicated that his schedule was very tight, but she would try to fit her in. Ms. Wolf described what happened: "I did not get a reply from her all week long. Whenever I questioned her, she would give me a reason why the boss could not see me. Friday morning came and I had
172
Powered by FlippingBook