to prospective purchasers, and to explain that the material was the best in the market, and that the various steps in manufacture were well taken. The result showed that he was justified. The customers put the facts together, acknowledged that the goods were the best, and made the purchases.

1. In sales talks, in political discussions, and in argument of every kind, where your hearers are not likely to accept your own conclusions,

Call their attention to some fact that they will admit.

Then to a second related fact.

Then to a third.

And so on, every fact being one that will lead your hearers to put two and two together, and to come, of their own accords, to the conclusion that you wish.

2. Do not state that conclusion first.

3. Your hearers must observe blindly, until the conclusion flashes upon them. Then it is irresistible-for it is their own thinking that has brought them to your point of view.

4. Use this form of speaking, or questioning, and you will win many a victory in speech.

PROBLEMS.

1. Think of some specific article that you might sell. Prepare a series of inductive steps that will lead a prospective customer to make a purchase.

2. Think of some scientific instrument or appliance that you wish to explain. Frame a series of inductive questions that will lead your hearer to discover the principle involved.

3. You are engaged in a political discussion.

Present

a series of facts that will lead your hearers to make an induction that you yourself have already made.

LESSON 60.

How to Speak Deductively

KEY WORDS: USE DEDUCTIVE SPEECH IN ALL ORDINARY SALES TALKS OR ARGUMENTS.

Deduction is a process of reasoning by which one proceeds from a known principle, or conclusion, to the recognition that a certain fact falls under that principle, or conclusion.

Most of the famous detective stories are based on deduction. The detective knows, for example, that certain calluses are produced by certain types of work. He sees a man whose hands have calluses of the type concerned. He therefore concludes, reasonably, that the stranger is employed in the particular type of work.

There are three steps in his reasoning.

1. Major Premise: All workers in potteries have certain calluses on the hands.

2. Minor Premise: This stranger has those particular calluses.

3. Conclusion: This stranger works in a pottery.

If the major premise is true, and if the minor premise is true, and is properly related to the major premise, the conclusion is irresistible.

In Edgar Allan Poe's story, "The Purloined Letter," a brilliant investigator is given the task of recovering a letter that is in the possession of a shrewd criminal.

The investigator says:

1. An ordinary criminal would hide the letter in a very secret place.

2. This man is not an ordinary criminal.

3. Therefore he will not hide it in a very secret place.

1. He will hide the letter where no one will look for it.

2. Some place in full view is where no one will look for it.

3. Therefore the letter is in some place in full view.

He thereupon visited the criminal's house, looked about the room, and saw the letter fully exposed to view, as he had anticipated by deductive reasoning.

1. Use deductive reasoning in all public and private discussions. There are innumerable general principles upon which the world is agreed.

2. Select one such principle and show that the case in hand falls under it.

3. Then draw your conclusion.

You may proceed somewhat as follows in a sales talk;

1. Remind your prospective purchaser that certain new styles have become popular, a premise that he will. accept.

2. Prove to him by specific example, by reference, or by any other means, that your goods are in full accord-ance with new styles.

3. He will then agree with you that your goods are worthy of consideration.

In deductive reasoning it is necessary:

1. To state the principle first;

2. To prove that a specific fact falls under the principle.

3. Proceed clearly, slowly, and emphatically, keeping the three steps in mind, and you are certain to achieve

success.

PROBLEMS.

1. Prepare a sales talk based on deductive reasoning..

2. Prepare a political argument in which you refer to a well recognized principle as basis for your belief.

3. Make a nomination speech in which you use deductive steps to show that your candidate is the one who should be elected.