How to dramatize mental attitude?

17.* Mental attitude is intangible. As insurance and securities salesmen know, it’s difficult to present an intangible in a dramatic way. It’s difficult to present it at all. It can’t even be seen!
But here’s how to dramatize mental attitude. Your speaker shows a 10-foot plank, 2 inches thick and 4 inches wide. He places it on the floor and has two or three volunteers walk the length of it.
Then he states that the board will be placed on the tops of two adjacent buildings, each five stories high. It will connect the roofs of the two structures. Who will volunteer to walk it? No one.
“Everyone can do it. At least, he can when the plank is on the floor. When it’s high, you’re afraid you’ll fall. And that fear would likely cause your downfall, too.”
The point is then applied to selling. Where one is confident he will make a sale, he may make it. When he fears failure, he will experience it.

18.* Here’s another way the same thing can be demonstrated.
Your speaker distributes shiny new tin cans. In each can there’s a slip of paper on which the word “Success” has been written. He proves, then, that success comes in cans-not can’ts.

19.* Good mental attitude includes a willingness to look for the good instead of the bad. This willingness can also be dramatized.
Your speaker gets a large white poster and places a small black circle near the center. During his talk he holds up the poster and asks, “What do you see?” The reply will be, “A black dot.” Then he “lowers the boom” on them. “Here’s a fine white poster. It has quality and distinction. It can be used for many things. You could print directions on it and use it in routing customer traffic. You could print merchandise information on it and use it in sales promotion.
“But you didn’t visualize those things. You didn’t see the good. All you saw was the one little blemish-the bad!
“Let’s start looking for the good in everything. It’s a cinch we can’t benefit from the bad!”

20.* Here’s the same “song” but a different “verse.” Your speaker can show a glass of water that’s half full. He states, “The negative thinker will say the glass is half empty. The positive thinker will say it’s half full. Which way do you think?”

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