Thoughts to Build On

that suggestion and I often have, and still do, recommend
it.
Then those of us who trained salesmen and
taught management used to emphasize: "Don't write-don't
telegraph-GO!! r
There are great advantages in the admonition
to ... GO!!!
GO ... where the business is!
GO ... where the money is!
GO ... where the people are!
GO ... where the action is!
GO ... where the fun isl
But this chapter isn't about that. This chapter
will explain a simple method of getting another person to
do what you want him to do. To do this you ... GO!
Here is how:
Find out where another's attention is... and
go there with your own conversation. He'll probably think
you are the most interesting conversationalist he has ever
met-because you are talking directly to his attention, ex-
actly where it is focused at that very moment.
Find out where another's interest is... and
go there with your own interest, making your interest one
with his. When you take your interest where another's
interest is, when you join your interests with his, you cement
an alliance which is mutually unbreakable.
Find out where another's beliefs are... and
go there with your own beliefs. Use your beliefs to endorse,
confirm, vindicate his beliefs. Combine your beliefs with
his beliefs. Merge your beliefs with his beliefs and you