[Sidenote: Obstacles and Resistance]
_You likewise can feel sure of your ability to reach the highest peaks
of success_. In preceding chapters you have been shown how to take
advantage of the _easiest_ way up by following the guide marks of
salesmanship at every step. Now we are to study the obstacles you will
encounter, in particular the objections the prospect may raise to
frustrate your purpose. At this stage of the selling process you will be
like a mountaineer fighting in the Alps. It will probably be necessary
that you overcome or evade considerable human resistance while you are
climbing toward your goal.
Let us assume that you have already gained a chance to sell your
capabilities to the particular man through whom you expect to succeed.
He has heeded your knock and welcomed you into his interest. You have
made such a presentation of your desirability and service value that he
wants you to be associated with him. But now it will be natural for him
to begin a critical analysis, seeking whatever faults he can discover or
imagine in you or your proposition.
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