February 21, 1961
: L. Ron Hubbard
writes HCOPL 'Choosing PE and Registration Personnel'. An excerpt: "The trick is getting a person who has already made the decision to buy something in particular to make this small decision about what they were doing, and have them assume that they had already made the decision to buy. It has to do with a technique, a circumvention of a big decision. EXAMPLE: A person has not decided to get auditing. The salesperson ignores that and asks whether they would like to have their auditing in the afternoon or the evening. The person says, "in the evening", and forgets to realize that they had never decided to get auditing."