book : The Magic of Thinking Big (1987)
Why this big book? Why a full-scale discussion of The Magic of Thinking Big? Thousands of-books will be published this year. Why
Permit me to give yon just a little background.
Several years ago I witnessed an exceptionally impressive sales meeting. The vice president in charge of marketing for this company was tremendously excited. He wanted to drive home a point. He had with him on the platform the leading represen- in the organization, a vety ordinary-looking fellow, who earned in the yearjust endedjust a little under $60,000. The earn- ings of other representatives averaged $12,000.
The executive challenged the group. Here is what he said: “I want you to take a good look at Harry. Look at him! Now, what’s Harry got that the rest of you haven’t? Harry earned five times the average, but is Harry five times smarter? No, not according to our personnel tests. I checked. They show he’s about avetage in that department.