LESSON SIX ENTHUSIASM Flashcards
1
Q
What is enthusiasm?
A
A state of mind that inspires action and is contagious.
2
Q
How does enthusiasm affect a person’s work?
A
It energizes the body, making work feel less hard and enabling increased productivity.
3
Q
What is the relationship between enthusiasm and salesmanship?
A
Enthusiasm is the most important factor in salesmanship.
4
Q
What can enthusiasm do for public speaking?
A
It can make a sermon impactful; without enthusiasm, it may fall on deaf ears.
5
Q
Fill in the blank: Enthusiasm is to a human being as _______ is to a locomotive.
A
steam
6
Q
What is a key benefit of maintaining enthusiasm at work?
A
You can perform two to three times as much work without fatigue.
7
Q
How can one develop enthusiasm?
A
By engaging in work they like best or adopting a definite chief aim.
8
Q
What is a definite chief aim?
A
A clear goal that one plans to achieve in the future.
9
Q
True or False: Happiness lies in the past.
A
False
10
Q
What does happiness depend on according to the text?
A
The hope of future achievement.
11
Q
What happens when you mix enthusiasm with your plans?
A
It helps overcome obstacles and leads to the realization of your goals.
12
Q
What is suggestion?
A
The principle through which words, acts, and states of mind influence others.
13
Q
What is the difference between suggestion and auto-suggestion?
A
Suggestion influences others; auto-suggestion influences oneself.
14
Q
What must a person’s mind be in to effectively use suggestion?
A
A state of neutrality.
15
Q
What are the three mediums through which suggestion operates?
A
- What you say
- What you do
- What you think
16
Q
How do your thoughts influence others?
A
They control the tone of your words and actions.
17
Q
What happens if a salesperson’s actions do not align with their words?
A
Their arguments will be ineffective.
18
Q
Fill in the blank: A salesman must neutralize the mind of the prospective purchaser to establish _______.
A
confidence
19
Q
What is a common mistake salesmen make?
A
Trying to sell before the prospective buyer’s mind is receptive.
20
Q
What approach does a successful life insurance salesman take?
A
He builds a relationship of confidence before discussing insurance.
21
Q
What was a flaw in the author’s request for endorsements?
A
The letter lacked enthusiasm and failed to neutralize the recipients’ minds.
22
Q
True or False: Words alone can effectively sell if they are logical enough.
A
False
23
Q
What is essential for effective communication according to the text?
A
The harmony between words, actions, and thoughts.
24
Q
What is a key factor that led to the failure of the initial letter?
A
Lack of enthusiasm and poor wording neutralized the minds of the recipients.
25
What principle is crucial for effective writing in the context of the letters?
The principle of suggestion.
26
What was the title of the manuscript mentioned in the letters?
How to Sell Your Services.
27
What was the main point made in the book How to Sell Your Services?
Service rendered is cause and the pay envelope is effect.
28
In the first letter, what was the motive behind the request?
Self-interest.
29
True or False: Most people are inclined to grant favors that benefit them without any corresponding advantage.
False.
30
What suggestion was damaging in the first letter?
Thanking the recipient in advance for any consideration suggested anticipation of refusal.
31
Fill in the blank: The most important selling argument was lost because it was not brought out and established as the real _______.
[motive].
32
What did the successful saleswoman do to neutralize the author's mind?
Expressed enthusiasm and engaged in conversation about his interests.
33
What did the saleswoman compliment the author on?
Being a lover of books and magazines.
34
What technique did the saleswoman use to make the magazines appealing to the author?
Analyzed the magazines and explained their benefits.
35
What was a key difference in approach between the unsuccessful salesman and the successful saleswoman?
The successful saleswoman focused on the customer's interests and benefits.
36
What did the saleswoman imply about the author's position during her pitch?
That he needed to be well-informed or it would show in his work.
37
What was the result of the saleswoman's effective use of tactful suggestion?
The author ordered six magazines and agreed to canvass his office.
38
True or False: The first salesman made it easy for the author to say yes to his offer.
False.
39
What did the author feel after the successful saleswoman engaged him in conversation?
He felt enthusiastic and willing to listen.
40
What should suggestion and enthusiasm do in the context of salesmanship?
They should go hand in hand.
41
What kind of suggestion is deemed negative and potentially harmful?
Negative suggestion.
42
What did the author learn from the contrasting approaches of the two salespeople?
The impact of enthusiasm and understanding customer psychology in sales.
43
What principle of psychology is described as subtle and powerful?
Suggestion
## Footnote
Suggestion can be used positively or negatively, impacting outcomes significantly.
44
What can negative suggestion potentially lead to, according to science?
Extinction of life
## Footnote
This is illustrated by an experiment on a condemned criminal.
45
Describe the experiment conducted on the condemned criminal.
A heavy plank was dropped on his neck, warm water was poured on him, and he was pronounced dead in seven minutes due to suggestion
## Footnote
His imagination turned the plank into a guillotine blade.
46
What did the old lady in the author's town constantly fear?
Death from cancer
## Footnote
Her fear stemmed from an early traumatic experience with a cancer patient.
47
How did the old lady's fear manifest physically?
She believed she had cancer and placed her hand on her left breast, convinced she felt a growth
## Footnote
She persisted in this belief for over twenty years.
48
What does the author suggest about the power of suggestion in healing?
It can destroy disease germs if properly directed
## Footnote
The author has witnessed the removal of warts through suggestion.
49
How can suggestion influence a person’s perception of their health?
It can lead to the belief in imaginary sickness
## Footnote
A few people suggesting illness can convince someone they are unwell.
50
What was the author's experience with a life insurance salesman?
The salesman used suggestion to push the author to decide on a larger policy
## Footnote
The agent implied there were health concerns to prompt a decision.
51
What technique did the automobile insurance salesman use in his advertising?
He highlighted a high number of stolen cars to create urgency
## Footnote
This was a form of suggestion to encourage potential customers to act.
52
What is the effect of a well-worded opening paragraph in a letter?
It neutralizes the reader's mind and commits them to a favorable viewpoint
## Footnote
It prepares the reader for the subsequent request.
53
What psychological principle is illustrated by grouping impressions in the mind?
The law of association
## Footnote
Negative and positive experiences are stored separately and influence recall.
54
What happens when a feeling of doubt arises in a person's mind?
It recalls all previous doubt-building experiences
## Footnote
This is due to the law of association.
55
What should salesmen avoid discussing to maintain a positive impression?
Subjects that may arouse doubts in the buyer's mind
## Footnote
Negative discussions can trigger past negative experiences.
56
What is the relationship between fear and courage in the mind?
One must dominate; they cannot coexist
## Footnote
Like emotions attract similar thoughts.
57
How can auto-suggestion be used to stimulate ambition?
By planting a definite chief aim in one's mind
## Footnote
This can activate latent abilities and drive toward success.
58
What is the role of enthusiasm in planting suggestions?
It acts as fertilizer to ensure the suggestion takes root
## Footnote
Enthusiasm enhances the effectiveness of the suggestion.
59
What is the principle of suggestion in relation to ambition?
Planting a suggestion in a person's mind can stimulate their latent abilities and move them toward achieving their ambitions.
## Footnote
This principle emphasizes the importance of repetition and enthusiasm in reinforcing suggestions.
60
What role does enthusiasm play in planting suggestions?
Enthusiasm acts as a fertilizer that ensures the rapid growth and permanence of suggestions planted in the mind.
## Footnote
The depth of suggestion is influenced by the emotional tone and manner in which it is delivered.
61
How does the tone and manner of delivery affect suggestions?
The tone and manner in which suggestions are delivered significantly impact their lasting impression on the subconscious mind.
## Footnote
Sincerity, honesty, and earnestness are crucial for making a lasting and favorable impression.
62
True or False: You must first sell to yourself before selling to others.
True
## Footnote
Belief in your message is essential for influencing others effectively.
63
Why did the author refuse the writing commission from the Mexican government?
The author refused because he did not believe in the cause, which would prevent him from mixing sufficient enthusiasm into his writing.
## Footnote
This illustrates the importance of aligning one's actions with personal beliefs to maintain influence.
64
What happens if one compromises with their own conscience?
Compromising with one's conscience can lead to a loss of conscience and the ability to influence others.
## Footnote
This principle emphasizes the importance of integrity in communication.
65
What is the difference between reputation and character?
Reputation is what people believe someone to be; character is what someone truly is.
## Footnote
Character is fundamental for achieving real influence.
66
What is required to build character?
Character can only be built through one's own thoughts and deeds.
## Footnote
Auto-suggestion can aid in developing a sound character regardless of past experiences.
67
Fill in the blank: Without ______, you can be nothing but a pile of flesh and bone.
[character]
68
What is the first step recommended for developing enthusiasm?
Complete the remaining lessons of the course to gain additional important instructions.
## Footnote
This step is crucial for further development of enthusiasm.
69
What should you do with your definite chief aim each night?
Read over it just before retiring and visualize yourself in full possession of the object of your aim.
## Footnote
This practice reinforces belief and commitment to one's goals.
70
What is the significance of faith in achieving one's aims?
Faith is a powerful force that can lead to the realization of one's aims and offers peace.
## Footnote
It is essential to combine faith with action for success.
71
True or False: Knowing is sufficient for success.
False
## Footnote
Both knowing and doing are necessary for achieving success.
72
What is the main source of Billy Sunday's success as an evangelist?
Enthusiasm is the key factor that drives his success.
## Footnote
He effectively uses the law of suggestion to convey his enthusiasm to followers.
73
What is the purpose of sales meetings in organizations?
To revitalize the minds of sales members and inject enthusiasm into the team.
## Footnote
These meetings can be seen as 'revival' meetings for sales motivation.
74
What unusual action did Hugh Chalmers take to revive his sales team's enthusiasm?
He ordered a shoe shine on top of a table during a meeting to capture attention and break the negative mood.
## Footnote
This action surprised the salesmen and shifted the atmosphere positively.
75
What action did Mr. Chalmers ask the little colored boy to perform?
To shine his shoes on top of the table.
76
What was the previous arrangement for shoe-shining in the plant?
A white boy was the predecessor, earning a salary of $5.00 a week.
77
What was the financial outcome for the little colored boy compared to his predecessor?
He made a good living without any subsidy and was saving money.
78
According to Mr. Chalmers, whose fault was it that the white boy did not get more business?
It was the boy's fault.
79
What was the crowd's response when asked about the sales performance of the salesmen?
IT IS OUR FAULT, OF COURSE!
80
What did Mr. Chalmers suggest was killing the salesmen's enthusiasm?
Rumors about the company being in financial trouble.
81
What was the promise Mr. Chalmers asked the salesmen to make?
To send in five orders each during the next thirty days.
82
What was the name given to the incident involving Mr. Chalmers and the shoe shine?
Hugh Chalmers’ Million Dollar Shoe Shine.
83
List the seven stimuli that produce enthusiasm.
* Occupation in work one loves
* Environment with enthusiastic and optimistic people
* Financial success
* Mastery and application of the Fifteen Laws of Success
* Good health
* Knowledge of serving others
* Good clothes appropriate to one's occupation.
84
What is the significance of clothes according to the text?
Clothes are important for self-reliance, hope, and enthusiasm.
85
Fill in the blank: The author invested in _______ to create an appearance of prosperity.
good clothes.
86
What was the total amount the author went into debt for clothing?
$675.00.
87
How did the author feel when he wore the new clothes?
He felt self-reliant and prosperous.
88
Who did the author meet on the street while wearing his new suits?
A wealthy publisher.
89
What was the result of the author's conversation with the publisher?
He secured a contract for printing and distributing his magazine.
90
What was the name of the magazine the author intended to publish?
Hill’s Golden Rule.
91
What amount was required to launch the magazine?
Well above $30,000.00.
92
What did the author learn from Edwin C. Barnes?
The psychology of clothes.
93
True or False: The author believed that good clothes only impress others.
False.
94
What did Barnes say about the number of suits he owned?
He had thirty-one suits, one for each day of the month.
95
What was the impact of good clothes on the author's confidence?
They provided an atmosphere of self-reliance necessary for success.
96
According to the author, what is the relationship between clothing and success?
There is a close connection between clothes and success.
97
How many suits should a man ideally have to be well-dressed?
At least ten suits.
98
What is the connection between clothes and success?
There is a close connection between clothes and success, as good clothes can give a favorable start.
99
How many suits of clothes should a well-dressed man have?
At least ten suits of clothes.
100
What types of suits should a well-dressed man possess?
* A different suit for each day of the week
* A full dress suit
* A Tuxedo for formal evening occasions
* A cutaway for formal afternoon occasions
* At least four light suits for summer wear
* A golf suit if he plays golf
101
True or False: Clothes do not make the man.
True, but good clothes contribute to a favorable impression.
102
What happens if you go to a bank for a loan while looking shabby?
You will likely be denied the loan.
103
What is the law of 'Success attracts success'?
To attract success, one must look the part of success.
104
What is a common method successful people use to stimulate their efforts?
They discover personal stimuli that drive them to greater effort.
105
Who is James Whitcomb Riley and what was his stimulus for creativity?
A poet who reportedly wrote his best poems while under the influence of alcohol.
106
What is the role of temporary or artificial stimuli according to the text?
They are often needed to drive people to greater effort.
107
What is the significance of the 'Law of the Master Mind'?
It is a practical method of stimulating the minds of those in a group.
108
What are the Seven Deadly Horsemen?
* Intolerance
* Greed
* Revenge
* Egotism
* Suspicion
* Jealousy
* Unknown (represented by '?')
109
What is the most dangerous enemy according to the text?
Intolerance.
110
How does Greed affect a person's mindset?
It warps and twists the brain, leading to excessive accumulation of wealth.
111
What does Revenge do in conjunction with Greed?
It drives a person to destroy not only possessions but also reputations.
112
What is the relationship between Egotism and Suspicion?
Egotism thrives where suspicion exists.
113
What is essential for enduring success?
Having faith in other people.
114
How can one combat suspicion?
By cultivating faith in mankind.
115
What should one do to avoid being egotistical?
Interest yourself in others.
116
What is the largest club in the world according to the text?
The 'IT CAN'T BE DONE CLUB'.
117
What is the key message regarding success mentioned in the text?
Your business in life is to achieve success.
118
What does the author suggest is necessary for greater achievements?
Stimuli that cause you to arouse enthusiasm.
119
Fill in the blank: The worst enemy that any man has is the one that walks around under his own _______.
hat.
120
What does the author encourage students to do in relation to the Seven Deadly Horsemen?
Take inventory of yourself to find out how many you are harboring.
121
What does the author believe about the influence of environment on creativity?
A conducive environment can greatly enhance enthusiasm and creativity.
122
True or False: Success is solely dependent on personal effort.
False, external stimuli and influences also play a role.
123
What personal pronoun do self-indulgent individuals often begin their sentences with?
I
124
What is the relationship between self-forgetfulness in service to others and suspicion?
The man who forgets himself while serving others is never cursed with suspicion.
125
What traits are common in individuals who are both suspicious and egotistical?
They are often unsuccessful in their work.
126
What should individuals do while studying others in relation to egotism and suspicion?
Study yourself to ensure you are not bound by egotism and suspicion.
127
Name two metaphorical horsemen mentioned in the text.
Jealousy and an unnamed rider.
128
What can readers do to identify the unnamed rider in their minds?
Name it whatever fits their own mind.
129
What is jealousy identified as in the text?
A form of insanity known as dementia praecox.
130
What are the consequences of jealousy as mentioned in the text?
It breaks up homes, leads to divorce, and causes murder.
131
What is suggested as a remedy if one finds evidence of jealousy in their mind?
Begin to master it.
132
How does jealousy first manifest in the mind?
With questions like 'I wonder where she is?' or 'I wonder if he sees another woman?'
133
What should one do instead of calling a detective when jealousy arises?
Go to a psychopathic hospital for examination.
134
What is the ultimate goal of the essay?
To help you see yourself as you are.
135
What is the likelihood of individuals being free from the 'imaginary horsemen' in their brains?
One out of every ten million could be right; the majority are not.
136
What is the relationship between personal sacrifices and achieving great success?
No man achieves great success who is unwilling to make personal sacrifices.
137
What should readers do a month after reading the essay?
Revisit the essay to analyze themselves carefully.
138
Fill in the blank: Jealousy is often a great friend of _______.
Divorce lawyers
139
True or False: Jealousy is typically based on real causes.
False
