Law of Success (21st Century Edition)

434 THE PRINCIPLES OF PERSONAL POWER

Today Josie Natori's company does $40 million worth of business annually

and sells lingerie acrossAmerica and in Canada, Italy, Japan, and France. Natori's

imagination continues to be the fuel that drives her business forward. "Even when

I'm shopping in a flea market, I am searching for inspiration. "

IMAGINATION AND SALESMANSHIP

Imagination is the most important factor entering into the art of selling.

The master salesperson is always the one who makes systematic use of

Imagination. The outstanding merchant relies upon Imagination for

the ideas that make their business .excel.

COMMENTARY

During the first quarter of the twentieth century, when Napoleon Hill was develop-

ing the Law of Success, business in America was booming. But, in many ways, how

people conducted their day-to-day business affairs was still quite traditional. Most

merchants had yet to embrace what was to become one of the defining hallmarks

of American business-the concept of business as a service industry.

In the following, Napoleon Hill addresses the issue of imaginative salesman-

ship and customer service, and to make his point he uses everyday examples drawn

from his personal experience. Today Hill's suggestions may seem somewhat quaint

compared with our drive-through shopping centerlinfomercialle-commerce way of

life, but as with the previous section in which Hill gave away ideas, much of what is

common business practice today is so because of what Napoleon Hill wrote in the

original edition of this book.

Imagination may be used effectively in the sale of even the smallest

articles of merchandise, such as shirts or ties.

I walked irito one of the best-known haberdasheries in the city of

Philadelphia to purchase some shirts and ties.

I picked up two or three ties from the counter and examined them

briefly, then laid down all but one light blue that somewhat appealed to