Then the
young man sat up straight in his chair, looked the merchant squarely in
the eye, and said, "No one in this city knows it, but when I was
eighteen years old I stole ten dollars and was sentenced to the reform
school. That was seven years ago. I never have done anything dishonest
since, and I never will again. But you have a right to know my whole
record before you employ me in a position of such trust." If the
candidate had confessed his blemished record _before_ making himself
thoroughly desirable, it is practically certain that he would not have
won the place. He got it because _he handled the objection after instead
of before creating the desire_ for his services.
[Sidenote: Concentrate On Suggesting Qualifications]
We shall consider in the next chapter how to meet and handle objections,
how to deal with your faults. But as we postpone our study of that step
in the selling process; so should you postpone consideration of your
faults and shortcomings, until you get yourself wanted.
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