_Your success or failure in your
ultimate purpose is likely to depend on how you handle the criticisms he
raises._ Therefore it is of vital importance that you learn in advance
_sure ways to gain your goal despite normal opposition._
[Sidenote: Objections Are Natural]
Recognize first that it is _natural_ for your prospect to raise
objections, whether he is favorably impressed or not. His resistance to
your purpose may be only a _precaution_. Perhaps it does not indicate
_opposition_ at all. He may want you to convince him you are all right;
so that he will feel entire confidence in his own judgment when he
finally does as you wish. Or he may object for no other purpose than to
test you thoroughly. If this is the case, his sympathies will all be
with you while you are dealing with the obstacles he puts in your way.
_Evidently objections of this sort should not be handled the same as the
objections of opposition._ It is necessary that you distinguish between
the two kinds and that _when dealing with each specific objection you
determine in your own mind what is its source_.
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