A clerk in a real estate office wanted an opportunity to prove that he
was capable of selling. Times were very hard, and the firm had flatly
announced that it would not promote anybody or grant any raises. But
this clerk, who had made up his mind to secure a salesman's job,
carefully prepared a plan of approach before he went to the president's
office. His ostensible purpose was to get a raise; so he had worked out
an ingenious reply to every objection he could imagine his employer
might make to paying him more money. But he really wanted a different
job, not just a larger salary.
[Sidenote: Come-backs To Turn Downs]
He tackled the "old man" at a selected time when he knew the president
would not be busy. One after another, in quick succession, he came back
at every reason given for turning him down on his application for
additional pay. Finally the cornered employer stated frankly that the
clerk was entitled to a raise, but as frankly said it could not be
granted because of general business conditions.
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