Law of Success (21st Century Edition)

408 THE PRINCIPLES OF PERSONAL POWER

There are numerous books and audiobooks specifically designed to help

stimulate the imagination and create solutions to problems. Here are just a few that

will help readers tap into their creativity and imagination: Super Creativity by Tony

Buzan; The Artist's Way by Julia Cameron; Lateral Thinking, Six Thinking Hats, and

Super Thinking by Edward De Bono; Drawing on the Right Side of the Brain by

Betty Edwards; The Zen of Seeing by Frederick Franck; Writing Down the Bones by

Natalie Goldberg; Peak Learning by Ronald Gross; Thinkertoys by Michael Michalko;

Superlearning by Sheilah Ostrander and Lynn Schroeder; Writing the Natural

Way by Gabriele Rico; A Kick in the Seat of the Pants by R. von Oech. There are also

numerous computer programs designed to stimulate new ideas and creativity.

Perhaps there is no field of endeavor in which Imagination plays
such an important part as it does in salesmanship. The master sales-
person sees the merits of the goods he or she sells or the service they
are rendering, in their own Imagination, and if they fail to do so they
will not make the sale.
A few years ago a sale was made which is said to have been the
most far-reaching and important sale of its kind. The object of the sale
was not merchandise but the freedom of a man who was confined in
the Ohio penitentiary, and the development of a prison reform system
which promises a sweeping change in the method of dealing with the
unfortunate men and women who have become entangled in the meshes
of the law.

IMAGINATION AND PERSUASION

That you may observe just how Imagination plays the leading part in
salesmanship, I will analyze this sale for you, with due apologies for
the personal references which cannot be avoided without destroying
much of the value of the illustration.
A few years ago I was invited to speak before the inmates of the
Ohio penitentiary. When I stepped upon the platform I saw in the