How To Use The Law of Averages To GUARANTEE Your Success

When you ASK enough people for whatever  you reasonably want-the LAW OF AVERAGES will  GUARANTEE your success. It will make you successful,  rich, popular and famous!

You start with a simple rule of success: “A wise man knows everything-a shrewd man knows EVERYBODY" At least everybody who is worth his knowing. And everybody is worth knowing.

How do you get to know everybody who is worth your knowing?

One thing you can count on, they probably aren't going to seek you first . . . so you are going to have to contact them first!  

The best way is to write them-or if they and the reasons you are using to establish your contacts are sufficiently important, send them telegrams. Either letters or telegrams, using the ASKING techniques of Personal Influence Psychology almost always will be read and usu- ally acted upon. (I say "usually acted upon" because that's where the LAW OF AVERAGES comes in. We'll discuss that later.)

Telegrams are almost always sure-fire attention getters and action getters. The longer the telegram, the more attention it gets! .

I know because I once needed the help of the federal government. I believe in starting at the top. (You get better action when the head man assigns your request, even if he does not act on it personally.) So I sent a five- page telegram to the President of the United States. Result? A government official came to see me the next day!

My cost? Merely several dollars! Had I written a letter, it would have been one of thousands, but my telegram prob- ably was only one of a relatively few five-page telegrams the President got that morning. And it used the ASKING techniques described in this blog, so even if the President did not see it personally, it was assigned to someone who gave it prompt-and favorable-attention.

What about telephone calls? They are a fast and excellent means of communication. Built for establishing initial and permanent contacts, use letters and telegrams which give your name and address as a clear, permanent record. Letters and telegrams also are more complete and convenient for forwarding by the important recipient to a subordinate who actually will do the work.

And they can be proudly shown to others if they contain a deserved commendation.

For example: A department of my city government had promptly and efficiently complied with my request for a special service. So I wrote the Mayor a letter of glowing commendation and appreciation, asking him to pass along my compliments to the department involved. I could have not bothered to thank anybody. Or, I could have directly thanked the department. But by writing the Mayor, I maintained a friendly contact with him. Naturally, he was pleased that his Administration was so profusely complimented. Obviously, he showed my complimental), letter to others as evidence of citizen (voter) approval. (More favorable contacts!) Then, of course, he passed along my letter to the department involved, prob- ably adding some commendation of his own, which would gain for me additional goodwill from the department. All this from just one easily-written letter!

So, in constantly enlarging your field of con- tacts with more and more important people, write or telegraph using the Personal Influence Psychology taught in this blog.

Be sure to compliment. Secretaries and sub- ordinates don't dare throwaway a letter or telegram glowingly complimenting and commending their bosses! And your COMPLIMENTS always will make a favorable impression.

Then, offer cooperation if, by any stretch of your imagination, you can do so. Even the most important people will welcome sincere cooperation from anybody who will help them to get what they want. In any event, they will consider your offer of cooperation-and thus you will have intensified your contact.

Most important, ASK the person whom you write or telegraph to do something! This greatly intensifies your contact because it gets him involved with you. First, he has to consider and decide if he will do what you ASK. Then if he decides to do it, he has to consider and decide how and when to do it. And should he decide not to do what you ASK-if you have used the Personal Influence Psychology in this blog-he will feel obligated to advise you and explain why. A person just cannot ignore a letter or telegram which uses ASKING methods in the courteous, complimentary manner described in this blog.

Finally, be sure to confidently express your BELIEF that he will do what you ASK. That's how to use the Personal Influence Psychology of ASKING to establish your initial contact with people whom you should know and whom you want to know you!

You personally should know and be well- known by at least the one hundred most important people in your city. The bigger you want to succeed, the more you must expand that list to include your industry, your state and nation. Don't get stuck in one place! Expand your contacts-everywhere!

The wider and more important are your contacts, the bigger will be your reputation and the more valuable you will be to other people. When you can casually say, “I am in contact with the President (or the Governor, head of a large organization, or others of known importance) on another matter, and I shall be glad to see if I can get his help in what you want to do" . . . when you honestly and confidently can say that-you establish yours~lf as a positive power source!

Remember this: Establishing contacts will do you little good unless you follow the techniques on the preceding pages to get important people involved with you so that you will be well-known to them. This also requires that you constantly, consistantly and deliberately maintain all of your important contacts. This means constant follow- ups by letters, telegrams, telephone or personal calls. All of this takes time-a lot of time-every week, every month, year after year.

But, you will say that I wrote that success is easy! Let me assure you again: Success is easy! Success is simple! Success is certain-if you use the success methods in this blog. But I do not promise that achieving success will not be time consuming-because it is. The success methods taught in this blog are the easiest, simplest, surest way to success, wealth, popularity, fame, love- WHATEVER you want in life-in unlimited abundance!

But you still have to thoroughly learn and constantly use these success methods. And I do mean thoroughly learn and constantly use all of them! You cannot read this blog lust once and expect that by some hocus-pocus you suddenly will be successful. Nor can you expect to succeed the first time you try, every time you try.

That's why using the LAW OF AVERAGES is a necessary part of your Success Plan!

The LAW OF AVERAGES simply means that when you ASK any number of people (using the ASKING methods taught in this blog), some percentage of those people will do what you ASK. The more often and the more effectively you use ASKING methods of Personal Influence Psychology, the greater will be the number of people who will do what you ASK.

It therefore follows that to achieve the greatest possible success you must do two things:

1. Thoroughly learn, practice and use the ASKING methods and all the success techniques taught in this blog. This will assure your getting the greatest percentage of people to do what you ASK.
2. ASK more and more people! Always have an abundance of contacts. The LAW OF AVERAGES is based on the number of people you ASK. The more people you ASK, the more you will get of WHATEVER you want!

Thus by combining the ASKING methods taught here with the LAW OF AVERAGES your success is assured! If you do this, you can't lose! You can't fail! You are sure to be successful! Not all of the time of course-but enough of the time to GET WHATEVER YOU WANT!

By knowing that the LAW OF AVERAGES will assure the success of your use of Personal Influence Psychology, you don't panic at a "No" reply to what you ASK. You naturally expect some "No" replies. Everybody is not going to do what you ASK the first time you ASK them. Some people never are going to do what you ASK- because it actually is impossible for them to do so. This should not disturb you in the least, because you know that if you constantly use the ASKING methods on more and more people, the LAW OF AVERAGES will guarantee that enough people will do what you ASK to make you a great success!

The LAW OF AVERAGES will produce more and more abundance for you as you increase the number and quality of the people you ASK for whatever you want. To increase the number of your contacts you must "go where the people are" . you must write more people more ASKING letters and send them more ASKING telegrams ... you must make more ASKING phone calls . . . you must meet more people personally (by being introduced by a mutual friend or by introducing your- self). Whenever you make a contact (new or follow-up), you must use your ASKING methods to get the other person involved in cooperating with you in helping you achieve what you want to accomplish.

To increase the quality of your contacts, do everything suggested in the preceding paragraph, but concentrate on making and maintaining contacts with successful people who have influence, money and a wide range of important contacts of their own. In the words of the financial counselors, “Co where the success and money is!"

Go in person . . . go by mail . . . go by telegraph . . . go by telephone ... but GO! As all success trainers ad- vise, you've got to throw your body around! Which means you've got to get up, get out, and get among' em!

Remember the wise words of the Chinese sage, How Tu Du: “Man who sits in chair, always on bottom."

If you want to completely eliminate forever the fear of failure-keep your success production line always filled with valuable contacts. Then if it should happen that one of your contacts positively cannot help you get what you want-you can turn to any of several hundred other important contacts, many of whom can and will cooperate with you when you compliment them ... ASK them . . . intensely believe that they will cooperate with you ( after you first offer to cooperate with them).

Then you can be sure that one success after another will come continuously to you from your SUCCESS PRODUCTION LINE which you keep always filled with valuable contacts and from which you manufacture success by your constant use of the ASKING methods and other Personal Influence Psychology techniques taught by this blog.

When you read, in the preceding paragraph, that “one success after another will come continuously to you from your SUCCESS PRODUCTION LINE" . . . that is a fact. But it does not mean that, among the successes which will How continuously to you, there will not also be some failures.

Of course you will fail some of the time! You should not expect to succeed the very first time in every thing you attempt.

If you do not fail some of the time, you are attempting too little! And will accomplish nothing worth- while!

There are some timid people who will urge you to prepare yourself so well that it is impossible to fail. That will condemn you to the mediocrity of endles preparation and instill a fear of failure which, itself, will prevent your even attempting-and therefore ever achieving- the big, important, worthwhile goals in life! As they say in sports: “You win some and you lose some."

We shall devote the next several chapters to the certainty, the necessity and especially the advantages of losing some!

Beginning right now, we shall ELIMINATE FOREVER YOUR FEAR OF FAILURE!!!

How To Discover And Remove The HIDDEN REASON For Refusal

In the previous chapter you learned how to handle a "No" response by ASKING "Why?" ... with additional help from Personal Influence Psychology.

There are two more questions which you may need to use to isolate the objections causing a "No" response. They are: "For example?" or "For instance?"

Use one of these two questions (which really mean the same thing) whenever the person saying "No" gives you a vague, general excuse when you ASK "Why?"

For example: When the other person says, "There are a lot of reasons why I can't do what you ask," the next question you should ASK is "For example?" or "For instance?" These questions will bring out specific objections which you can overcome by using the ASKING techniques described in this blog.

Let me repeat for emphasis: You have to know exactly why the person you ASK resists doing what you

want. You know, in general, that the resistance is caused by the person's not being sure that he or she will benefit (directly or indirectly) by doing what you ASK-or that he or she is afraid that doing what you ASK will result (directly or indirectly) in a loss of some kind.

So . . . you have to find out what the person you ask wants-and offer what he or she wants as the benefit of doing what you ASK.

And . . . what is even more important, you have to make the person you ask sure that he or she cannot lose anything (directly or indirectly) by doing what you ASK.

The reason it is more important to assure the person that he or she cannot lose anything-is that psychologists have learned that people are much more interested in preventing losses than they are in making gains.

A person who wouldn't show a flicker of interest in getting an additional $10, would go to great lengths to prevent losing $10.

That is because FEAR is one of the most powerful of aU emotions and EVERY FEAR is a fear of LOSING something!

If you psychologically dig deep enough, you will find that the very root of every FEAR is the fear of LOSS . . . loss of confidence . . . loss of status . . . loss of health . . . loss by death . . . loss of money . . . loss of time ... loss of security ... loss of job ... loss of love . . . loss of admiration . . . loss of one or more of a thousand different things!

Be sure that you ASK in such a way that you 90 make the other person feel secure against any possibility of LOSS-because LOSS is the main thing the person you are asking doesn't want! This is the key to successfully getting WHATEVER you want!

So be sure you learn specifically what the person doesn't want, in addition to finding out what he or she does want.

Therefore, bring out the specifics by ASKING "For example?" or "For instance?"

You cannot ASK in generalities. You must know exactly what the person wants and doesn't want. Find out by ASKING "For example?" or "For instance?" Then-and only then-can you ASK for what you want in such a way as to make the person you ask sure that he or she will benefit and not lose by doing what you ASK.

Getting WHATEVER you want by effectively ASKING for it-is sure and simple when you use the two following principles:

1. Whenever the person you ASK is sure that he or she will not lose anything by doing what you ASK, then that person will not resist doing it.
2. Whenever the person you ASK is sure that he or she actually will benefit by doing what you ASK, then that person will be eager to do it.

Getting WHATEVER you want by ASKING for it is just as simple and easy as that!

What To Do And Say When The Answer Is "NO!"

Your success in using the success-factor: ASK -will depend upon how often you ASK, whom you ASK, and how effectively you ASK. Most important is how often you ASK.! The Law of Averages will more than offset any deficiencies you may have in the "whom you ASK" and "how effectively you ASK" categories. Naturally you should try to improve your entire ASKING technique, but in the meantime, start ASKING now and depend on the reliable Law of Averages!

When you ASK-many people will say "Yes"- and they will readily give you the information you want, or give you what you want, or do what you want. People will do what you reasonably ASK, because they have been "conditioned" by training since childhood to do what they are ASKED to do. Re-read the chapter: Why People Will Do What You Want (Chapter 14).

But, some people will reply “Maybe"-which simply means that they need a little more assurance before they will say “Yes." This enables you to use one of the many techniques of Personal Influence Psychology which enables you to influence others.to do whatever you want.

Usually the only real reason people do not instantly do what you ASK is that they are not sure that doing what you ASK is best for them!

All you need do is assure them and re-assure them until they are sure. The very instant that they are sure that doing what you ASK will in no way detract from themselves, but actually will be best for them, they immediately will do what you ASK without a moment's further resistance. So you easily convert "Maybe" responses to “Yes" responses.

A "Maybe" response is an invitation and a challenge to provide assurance.

Now let us apply Personal Influence Psychology to the people who will say "NO"-and there may be quite a few of them. If you don't enjoy the friendly confrontation of people telling you "NO"-if you don't get a lift out of the challenge of a "NO" response-then you just are not mentally and emotionally mature enough to successfully ASK others to do what you want or to engage in the business of dealing with people at any level which re- quires personal influence.

But before you panic at a series of "NO" responses, and give up the Personal Influence Psychology of ASKING for whatever you want, let's see what a "No" response really means.

When a person replies "No" to what you have ASKED, it could mean one, or a combination of several things:

1. Most "No" people are just like "Maybe" people, only they are less timid and more direct. Like the "Maybe" people, the "No" people are Simply telling you that they are not sure that what you ASK will benefit them more than it will cost them. They are telling you that it's up to you to assure and re-assure them, furnish them more proof, more testimonials, positive guarantees, whatever is necessary-to make them sure. Just as soon as you can make them sure that what you ASK will benefit them more than it will cost them-they will be eager to do what you ASK. Don't think, for a moment, that they will be too proud to change their minds. Once they are sure that they cannot lose but, in fact, will benefit by doing what you ASK, they'll say "Yes" without the faintest blush! Of course, you can help by assuming that they didn't really say "No," but that they simply were using good, practical judgment by insisting on positive assurances. This enables them to "save face" which always is desirable in dealing with sensitive people.
2. Some people say "No" just to stall for time to think it over. They've been rushed into decisions before -which they later regretted and they don't want to develop the habit-so they instinctively say "No." It's a self- defense mechanism. They are slow thinkers and slow deciders-and they don't want to be rushed or high-pres- sured, so they say "No" just to stall for time. Don't show any sign of rushing them or high-pressuring them. In fact, 88 assure them that you want to help them reach the best decision for them. This gives you the opportunity to use the "WHY?" technique described later in this chapter. This will enable you easily to turn many of these types of "No" responses to 'T es" responses.
3. Of course, some people say "No" for good and valid reasons. When you positively have determined (by using the following Personal Influence Psychology techniques) that these "No" reasons are genuine and unchangeable, then just ring up "No Sale" on your ASKING- cash-register, courteously leave, and hurry to see the next person whom you will ASK to give you what you want or to do what you want-enthusiastically believing that, by the Law of Averages, he or she will say "Yes." Just keep on ASKING, and the Law of Averages will GUARANTEE you enough "Yes" responses to get you what you want.

You will greatly increase your average of "Yes" responses by using the following techniques of Personal Influence Psychology.

When a person says "No" to what you ASK, you should be surprised and show it. Note that I didn't say act surprised. Most people are not good enough actors. If your reaction to a "No" response is not genuine, the other person will sense it and deeply resent your trying to put over an "act."

The way to look surprised, is to really be sur- prised. You don't have to fake anything. You must intensely believe that the person will do what you ASK. You must ASK expectantly. (That's part of the Personal Influence Psychology technique of ASKING.) Then if you get a "No" response, you will be genuinely surprised. Let your surprise show on your face, in your manner and in your voice.

But don't act-just let your genuine surprise show. Your genuine surprise will cause the other person instinctively to wonder if perhaps he or she was wrong in saying "No."

Then use the "Why?" technique which is one . of the most powerful and effective methods of Personal Influence Psychology. Here's how to use the "Why"? technique:

While showing surprise that the other person said "No," ASK in a surprised tone of voice "Why?" Then look expectant and wait. The other person just simply has to tell you why! There is nothing else he can do without being unreasonably rude.

He will tell you "Why" in one of three ways:

1. He will frankly and honestly tell you why he thinks he cannot do what you ASK. Or . . .
2. He will give you a “rationalized" reason- which he may even believe himself-but which isn't the real motivation for telling you "No." Or ...
3. He will just plain lie about it, saying what- ever he thinks would appear to be his strongest justification for refusing to do what you ASK. For example, he might say, "I don't have the money right now"-when he does, in fact, have much more than enough money. (He's really afraid that you will use the money unwisely, lose it, and be unable to repay him-thus causing not only the loss of his money, but putting a severe strain on your friendly relationship) .

When you use the "Why?" technique, you will uncover the real reason: whether it is the truth, or is a 85 rationalized excuse, or is an untruth (which may be felt to be justified). It is useless to proceed until you learn the real reason for a "No" response.

Your effective use of the "Why" technique of Personal Influence Psychology is so important to you that we shall first review it-and then analyze it in more detail.

When a person says "No" to what you ASK- you simply ASK again, only this time you ASK "Why?" The other person will almost be compelled to give you his reason for saying "No." He may have several reasons, but he will lead with his strongest reason, which may be what he honestly thinks, or what he rationalizes, or what is an untruthful excuse.

Thus-by ASKING "Why?"-you will cause the other person to reveal to you (out of perhaps dozens of possible reasons) the real reason to be overcome, modified, negotiated, turned into an advantage, or otherwise effectively handled before you can get a "Yes" response. People fail to get whatever they want because they waste too much time-and create irritation-by ASK- ING (even arguing!) about things which are not VITAL in influencing others to respond favorably.

The only thing which is vital to getting what you want is why the other person is reluctant to give it to you. So when the response is "No"-you pleasantly ASK "Why?"-and learn the real reason.

Thus by ASKING "Why?"-you narrow the field of objections from dozens of possible objections to the real reason . .. and that is the vital objection to be over- come.

When you feel that you have overcome that objection, you again ASK for what you want. If the other person says “No" again-you are more surprised, and ASK “Wh ?" A' y. ... gam.

Since many people may not have had a very logical reason for saying “No" the first time, they will have an increasingly difficult time explaining their subsequent “No's" when each of their “No's" instantly is followed by your sincerely interested (not argumentative) question “Why?"

Do not be argumentative when ASKING “Why?" to a “No" response. Do not argue in your reply. Do not argue at all! Ever! You are not engaging in a de- bate; you are using Personal Influence Psychology!

Just be sincerely interested in learning and understanding the other person's point of view, and the REAL REASON for his or her refusing to do what you courteously, reasonably, confidently, expectantly and per- sistently ASK.

Then, using the real reason, as revealed in answers to your question “Why?"-you can ASK for what you want in specific terms of benefiting the person more than he or she possibly could lose!

You happily will discover that this technique of Personal Influence Psychology will get you whatever you want from almost all people who can be shown that they will benefit in complying with your reasonable re- quest.

ObViously, if what you ASK is not reasonable -you should never ask it!

Of course, there will be instances when your ASKING (including your ASKING “Why?") will reveal that the person you ASK actually can not or reasonably should not do what you ASK.

Usually, you cannot be sure unless you ASK. But, as soon as a person sincerely convinces you that he or she actually can not or reasonably should not do what you ASK-then you should give genuine assurances that you understand and completely agree. Do not pout. Do not be sullen. Above all, do not be irritated or angry. Change the subject and do not return to it!

No matter how reasonable you think your re- quest is, do not unrealistically expect that everybody can . . . or should . ... or will.. . . do whatever you ASK. Pleasantly handling a "No" response is a natural, routine part of the success method of ASKING. Agreeably accept the fact that you will lose some-confidently depending on the Law of Averages to produce enough "Yes" responses to assure that you will GET WHATEVER YOU WANT.

The Law of Averages will GUARANTEE that YOU WILL GET WHATEVER YOU REASONABLY WANT if you constantly use the Personal Influence Psy- chology of ASKING and the other success methods taught by this blogl

We shall devote an entire chapter  to: How To Use The Law of Averages To GUARANTEE Your Success.

But to enable you to use the Law of Averages most effectively, you first willieam: How To Discover And Remove The HIDDEN REASON For Refusal-which is the next chapter . . . 

Why Be Afraid? . . . You CANNOT LOSE!

Are you AFRAID to ASK for WHATEVER YOU WANT?

Are you AFRAID that those whom you ASK will say "NO!"?

Would being told "NO!" hurt your feelings?

Wound your precious ego? Would you be personally of- fended? Are you afraid that the person you ASK would be offended? Why are you afraid that someone will tell you "NO"'?

Many people are so afraid of being told "NO!" that they do not persistently ASK for WHATEVER THEY WANT (sometimes they are afraid to ASK at all!) and so they do not get what they want.

Silly isn't it? Imagine going through life being afraid to ASK for what you want! Are YOU doing without WHATEVER YOU WANT, because you are afraid to ask for it?

Let's put an end to that silly fear!

In the first place, you simply cannot lose by ASKING! Obviously, you do not NOW have that for which you ASK-or you would not need to ASK for it. Since you do not NOW have it, you cannot lose it by ASKING for it -if the other person says "NO!" to what you ASK. You did not have it anyway! So how could you lose it?

You cannot lose that which you do not have.

So by ASKING for what you do not have, you cannot lose! You can get more by ASKING, but you cannot lose anything!

Be like the salesman who timidly approached the door to the big buyer's office. The salesman was afraid to go in and ASK the buyer for an order because the sales- man was afraid the buyer would tell him "NO!". Then the salesman gave a silent talk to himself, which went like this:

"I do not NOW have the buyer's order.

"The only way I can get the buyer's order is to ASK him for it.

"If I ASK the buyer for an order, what is the worse possible thing which could happen to me?

"The worse possible thing which could happen only would be that the buyer would say "NO".

"Then I still would not have the buyer's order, but I do not have it NOW, either-so I cannot lose by

asking!"

So the salesman went in, ASKED for the order, got the order, thanked the buyer, and left to go ASK more buyers for more orders!

But if the buyer had told the salesman, "NO!", the salesman would not have been ANY worse off for having ASKED for something he didn't already have anyway!

In fact, he would have been better off-be- cause one of the most effective ways to get what you want is to start with getting a “No!" response to what you ASK!'

(Maybe you ought to read the preceding statement again! Two or three times!)

Most people think a “No!" reply is the end- when a “No!" reply to what you ASK is only the beginning of one of the most successful methods for getting what you want!

Many of the most successful people use the technique of almost inviting a “NO!" reply so that they can use the success methods described in the next two chapters which take the fear out of ASKING.

Let's start with the next chapter, which tells you: What To Do And Say When The Answer Is “NO!". 

Many “Best Buys" Do Not Cost Any Money!

ASKING is the quickest, easiest, surest way to get what you want. It usually is the most inexpensive. But it isn't FREE! Successful ASKING has a price tag.

You have to pay-before, during, or after-you get whatever you want, even though you get it simply by ASKING. That is as it should be. Success should not- and does not-consist of going around begging: "Gimme, . . " gimme, gimme. There are too many people trying that now- and it isn't getting them anything I Perhaps a few tokens, but that's all. Let's take a good look at the price tags on GETTING WHATEVER YOU WANT by the success method of ASKING.

Actually, there are many price tags and different price tags, but that fact will not confuse you once you learn how to read the prices on the price tags of success. And that is easy. Obviously, some ASKING really is no more than expert purchasing. All you do to get the BEST BUY is to use your skill in ASKING to be sure you always get the best value at the lowest possible price. But since in actual purchases, the "price" means “money," we shall not discuss it here--except to emphasize that perfecting your skill and persistence in ASKING will enable you always to get the BEST BUYS.

In this chapter let us consider getting many of the things you want without paying any MONEY at all! The price tags are there-but they don't have DOLLAR marks! Instead of DOLLAR prices, the price tags on many of the things you want have such prices as: appreciation, gratitude, admiration, cooperation and friendship.

You see, other people don't just want money. Many people don't want or need any more money. But everybody wants and needs: appreciation, gratitude, admiration, cooperation and friendship. So you often can pay for many of the things you want with what other people want MORE THAN MONEY!

And, if you try, you can cultivate and possess in unlimited abundance: appreciation, gratitude, admiration, cooperation and friendship with which to pay others for providing you with many of the things you want and need most. If you ASK a powerful and wealthy person to help you get what you want-you wouldn't offer to pay in money. You would pay in admiration of his achievements, appreciation of (in the meaning of holding in esteem) his accomplishments, sincere gratitude radiant with the warmth of friendship, and the assurance of your total co operation in any of his activities where your services might save his valuable time for his more important endeavors.

If you are genuinely and obviously sincere, this will get you the help you want-plus valuable goodwill which may last a lifetime! Even in those cases where you should and do pay with money-always add an extra bonus payment in appreciation, gratitude, admiration, cooperation and friendship. This may get you special consideration, service or other tangible benefits-but always it will get you a bonus of goodwill in return. And, as you go through life, you will find that you need all of the goodwill you can accumulate.

You should start an imaginary GOODWILL INVESTMENT ACCOUNT and invest in it all of the goodwill you can acquire so that you will accumulate an unlimited abundance of goodwill! The best investment you can make in that imaginary GOODWILL INVESTMENT ACCOUNT is the goodwill you will receive in return for your adding an extra bonus payment of appreciation, gratitude, admiration, cooperation and friendship-whenever you ASK anyone to help you get what you want! That will make your success method of ASKING doubly profitable!

How To Get Others To Help YOU Succeed?

Few people can succeed too by themselves.

In fact, so very few people have succeeded without the help of others that we shall ignore that possibility and devote this chapter to emphasizing the absolute necessity of YOUR obtaining the willing help of others to enable YOU TO GET WHATEVER YOU WANT.

As explained throughout the first part of this blog, the quickest, easiest, surest way to get anything is to ASK for it.

That applies to obtaining the willing help of others to enable you to get whatever you want.

You simply ASK for the help you need.

You ASK courteously-do not demand.

You ASK forthrightly-do not beg.

You ASK expectantly-with the confidence that others will do what you ASK or provide what you ASK. Confident expectation makes resistance difficult.

You ASK persistently-with the calm patience that implies that you are prepared to devote as much time as necessary to ultimately obtaining what you ASK.

WHOM should you ASK to help you get what- ever you want?

Of course, that is determined by what you want, but there are basically two principal sources of help:

PEOPLE and BOOKS.

Since BOOKS simply are people in print, BOOKS can be considered almost as people when you decide WHOM to ASK for help.

However, PEOPLE must be influenced with appreciation, gratitude, admiration, cooperation and friendship-plus their desire for their own personal gain, and the entire range of Personal Influence Psychology taught throughout this blog.

A BOOKS does not need to be influenced because a BOOKS is your total and constant servant! You own a BOOKS and all thats in it!

To GET WHATEVER YOU WANT, it is necessary for you to make full use of PEOPLE and BOOKS. The reason most people are not a lot more successful is that they use only a small fraction of the total help that is avail- able to them for the ASKING!

They do not ASK enough people, and they do not ASK (by reading) enough BOOKS!

Incredible as it seems, most people Simply do not ASK even a few of the hundreds of PEOPLE who could (and, if properly ASKED, would) help them GET WHATEVER THEY WANT!

Most people DO so few of even the simplest things which would make them many times more successful-that it almost seems that they are deliberately trying to fail!

How many PEOPLE have you ASKED to help you get what you want? Any? A few? A dozen? A hundred? How many? How often?

WHY HAVEN'T YOU ASKED more PEOPLE? Don't wait! Take the initiative! ASK!

How many BOOKS have you ASKED (by reading them) to help you get what you want? Any, be- sides the one you now are reading? A few? A dozen? A hundred? (I have three personal libraries filled completely with books on how to succeed. I read these books every night until past midnight .. So I am not asking you to do any- thing which I have not done all my life-and still do every night.)

WHY HAVEN'T YOU ASKED (read) more BOOKS ? Read or re-read a book every month.

Not knowing what you personally want, obviously I cannot tell you which PEOPLE or which BOOKS you should ASK to help you succeed. YOU will have to choose the PEOPLE and BOOKS for your own needs. I only can tell you that there are hundreds of PEOPLE and there are hundreds of BOOKS ready, willing, and able to help you GET WHATEVER YOU WANT -if you will just ASK them!

You have a lot of ASKING to dol Why not start NOW?

The most banned word when you ask for something.

HOW you ASK-often is as important as WHAT you ASK! HOW you ASK-often will determine whether or not you will get WHAT you ASK! Therefore, it is essential that you learn how to ASK. And, also, that you learn how not to ASK. The briefest, clearest way to express the basic teaching of this chapter is in its title: NEVER Use The Word: “DEMAND." That states a rule to which there are no exceptions. It is easy to remember-and remembering it is so essential to GETTING WHATEVER YOU WANT that you must memorize it and remind yourself of it whenever you are tempted to use pressure: NEVER Use The Word: “DEMAND.” Arrogant DEMANDING his become a mis- guided method tried by many would-be pressure groups and especially their leaders in seeking to impose the will of a minority upon a majority. Next to ensuring permanent failure by using actual physical violence in acts of dissent, defiance or revolution-DEMANDS (usually accompanied by threats, real or implied) are the surest way to create instant, hardened resistance which GUARANTEES that whatever is DEMANDED will be delayed, reduced or denied-with sullen resentment and varying degrees of hostility. It is not the purpose of this blog to judge the justice or the possibility of attainment of any of the DEMANDS made by anyone group (usually a minority) upon any other group (usually a majority) . But since what is so vehemently DEMANDED obviously is what some people want, it is consistent with the purpose of this blog, in teaching how to get what you want, to emphasize that DEMANDING it-is NOT how to get it easily, simply and surely. Or even how to get it at all! In fact, many of the desired actions or desired things which are DEMANDED-are DENIED solely be- cause of the MANNER in which they are DEMANDED! And, many of those desired actions or desired things often clearly are deserved-and would have been granted-if they had not been arrogantly DEMANDED! It is a fact of human nature that people do not like to be forced to do anything. If, for whatever reason, resistance already exists-then any attempt to use DEMANDS to force a humiliating SURRENDER, only increases the resistance- and enflames the hostility which accompanies the resistance. DEMANDS are counter-productive. Instead of making it easier to get whatever is wanted, DEMANDS make it much more difficult. It is a law of psychology, as well as a law of physics, that pressure creates resistance. If you want to give the impression that you are trying to force others to give you whatever you want by your applying pressure- just say, “I DEMAND!" The response of others to what- ever you DEMAND (no matter how worthy) will be instant, hardened RESISTANCE. Then, if you want to blow the whole deal, just add: “And my DEMAND is NOT NEGOTIABLE!" That will blow it! Just consider a few (deliberately extreme) examples of DEMANDS, and imagine the response to each: A husband comes home from work. Instead of his usual greeting, he shouts at his wife: “I DEMAND that you serve me my dinner NOW!" (Imagine the wife's re- action!) A salesman walks up to his prospect and shouts: “I DEMAND that you give me an order NOW . . . on MY terms . . . and MY terms are NOT NEGOTIABLE!" Well, he not only will get one order, but two orders: “Get out!!!" and “Get lost!!!" In your own imagination, apply the “I DEMAND" approach to all sorts of situations. Then imagine the response! The response may be overt and violent, or the response may be silent hatred, or the response may be sullen resentment and hardened resistance. Yet people, in all walks of life, from those who have no power at all, to those who represent large power- 70 seeking organizations, incur resentment, resistance, hostility and hatred by saying: “I DEMAND!" ... "We DEMAND!" You see them at meetings or on television- their faces contorted with contempt and hatred-shouting “I DEMAND!" ... "We DEMAND!" ... "And our DEMANDS are NOT NEGOTIABLE!" The use of such resistance-assuring and hostility-provoking statements brand those using them as insolent, arrogant, ignorant people-pretenders of power- who, any psychiatrist will tell you, are over-compensating for an inferiority complex hidden deep within their sub- conscious. They really are unsure of themselves so they consciously or subconsciously try to cover up their unsureness by shouting DEMANDS. The more unsure they are the louder they shout! In their show of bravado, they imagine that their DEMANDS demonstrate that they have POWER- when just the opposite is true: Those who really HAVE POWER never NEED to DEMAND! And never do! People and organizations with the POWER to get what they ASK, never DEMAND. They REQUEST. That is all they need to do. A DEMAND is an admission of WEAKNESS magnified by threats! All you need to do to GET WHATEVER YOU WANT is to use the success methods taught in this blog. One of the easiest of these success methods is to ASK (never DEMAND). This blog will teach you how to ASK so that you never will incur resentments which will cause resistance.

Make It EASIER For Others To DO What You Want-Than NOT To!

Until you learn and use the success-methods of ASKING, as taught in this blog, you will find it difficult to realize how easy it is to get what you want just by properly ASKING for it!

The proper success-method is for you to make it easier for others to do what you reasonably ASK-than not to do it. Here's how:

As explained in the previous chapter: Why People Will Do What YOU WANT, all people have been taught, trained, and "attitude-conditioned" to do what they are ASKED. This "doing what is ASKED" is a form of "learned response" which is begun in early childhood, and continues throughout life. Without it, civilization could not function smoothly and the result would be chaos, total conflict and the ultimate destruction of organized society.

ASKING is a psychological push-button! You push the psychological button of ASKING-and others respond by doing what you ASK!

Of course, all persons you ASK are not going to give you every thing you ASK for, or do every thing you ASK them to do-the first time you ASK . . . and perhaps they never will. Nor is a high percentage of compliance necessary for your success.

The ASKING technique is based on the Law of Averages. This is described in a later chapter which ex- plains how to apply the Law of Averages to ASKING in such a way as to GUARANTEE your success! Not your success in getting a favorable response every time you ASK, but enough of the times to make you a sure success!

The other psychological “push-button" techniques of ASKING will be discussed in various other chapters in detail as they apply to other success methods. How- ever, in order for you to begin using the success method of ASKING right now, here are some principles of Personal Influence Psychology applied to ASKING:

(1)   ASK courteously-not merely by using such courteous words as “please," but ASK in an extremely courteous manner.

(2)   ASK expectantly-in the voice and attitude that of course the other person will gladly do what you courteously and expectantly ASK.

(3)   ASK reasonably. This applies to what you ASK and how you ASK.

Obviously, people are not going to do unreasonable things just because you ASK them to. If you go about, ASKING unreasonable things, you will reap a harvest of undesirable consequences.

Not only must what you ASK be reasonable, but it must “sound" reasonable. The more reasonable your request is and “sounds," the more readily it will be granted.

(4)   ASK persuasively. The success method of ASKING depends upon using the Personal Influence Psychology of influence-by-persuasion. Never DEMAND!

Never use the word: “DEMAND." Never even “sound demanding." (More about this in the next chapter. )

(5)   ASK pleasantly-without pressure. Do not let your voice or manner imply pressure. Pressure creates resistance-and resistance is the exact opposite of what you want. What you want is agreement, cooperation and friendly compliance.

(6)   ASK positively. Let your voice and manner, in every way, imply that, of course, the other person will be agreeable and cooperative by gladly doing what you ASK. (More about Positive Power in later chapters.)

(7)   ASK firmly. This is the most difficult (and probably the most important) technique of ASKING successfully-because you must give the firm impression that what you ASK is so reasonable, logical and just-that you shall pleasantly persist until you get it!

The needed skill is to ASK firmly-with the implication of continuing persistence-BUT to do it courteously, reasonably, persuasively, pleasantly, without any offensive pressure and without threatening argument. Develop the skill of implying persistence-without pressure.

When you master that skill, you will make it easier for others to do what you want-than not to do it! And your success is thereby assured!

This applies to your dealings with everybody -individuals, groups, businesses. But let's use businesses as an example:

The most successful businesses have learned that it simply requires too much valuable time to argue with a customer or a prospect. At today's high wage-rates, executive and employee time probably will cost much more than whatever could be gained or saved by arguing.

The most expensive element in business is time!

Time is too costly to waste in arguing. The usual business policy now is: If what a customer or prospect ASKS is reasonable and if the cost of doing it does not greatly exceed the cost of arguing about why the business may not do it-then do it pleasantly and agreeably. Do it promptly -do not waste time arguing!

This policy began many years ago, when the more intelligent businesses started using the now famous slogan: “The customer is always right!" Their sales sky- rocketed-and so did their profits! So now almost all businesses have adopted this policy, even though they may no longer visibly display the slogan: “The customer is always right!" Arguing costs too much.

Arguing with customers and prospects not only wastes costly employee and company time, but it loses sales and it incurs ill will. So every cost-conscious, public- relations-minded business acts on the proven principle that it is less costly, as well as good business, to agree with its customers and prospects, and promptly comply with their reasonable requests.

The author, who has been sales counsel to 102 companies, has found that one of the most effective lessons in sales training is to teach salesmen to HELP the prospect BUY in his or her OWN way-not to try to sell the way the salesman wants to sell, but to HELP the prospect BUY the way the PROSPECT wants to buy. With unobtrusive guidance by the salesman, the prospect will sell himself or " herself! This makes selling easy and pleasant.

Yes, businesses have learned that it pays to operate by the slogan: "The customer is always right!"

Businesses have learned the high cost of not doing what people reasonably ASK! So you can be sure that most businesses will respond favorably to what you ASK.

In fact, almost all people will do what you reasonably ASK-for the very practical reason that it prob- ably will be easier to do what you ASK, than to risk the time-consuming explanations, discussions and possible argument~ which might result from refusing your reason- able, logical, courteous request. Also, agreeably doing what you ASK will win your goodwill which is preferable to incurring your ill will by refusing to do what you pleasantly and expectantly ASK.

You psychologically underscore the advantages of doing and the disadvantages of not doing what you re- quest-when you ASK firmly with "implied persistence." Next to applying the Law of Averages to your success method of ASKING, the use of "implied persistence" will most greatly increase the favorable responses to what you ASK.

Remembelt, "implied persistence" must be friendly, courteous, reasonable and persuasive-without offensive pressure and without threatening argument. Simply give the impression that a "No" reply will NOT send you scurrying out the nearest door but, on 66 the contrary, you will not have moved an inch and will calmly be inquiring. "Why?" ... and unhurriedly wait- ing for a logical answer. Your attitude must never show a trace of belligerency. You must not be argumentative. You must exert no pressure. You must give the clear impression that you are pleasantly patient-unhurriedly awaiting an understanding of the reasonableness of what you ASK, and expecting ultimately a favorable response.

Make it amicably obvious that it will be easier, more pleasant, more agreeable to do what you ASK than to risk the time-consuming and other undesirable conse- quences of unreasonably refusing!

Yes, there is a skill to ASKING-and it is a skill worth developing to the greatest degree! As you proceed through this SUCCESS COURSE, you willieam many techniques of Personal In- fluence Psychology which will improve your ASKING methods until the results you get will seem miraculous!