There should be nothing
in your method of handling the obstacle that might _antagonize_ your
prospect. You should take fullest advantage of his every inclination to
_cooperate_ with you in his thoughts and feelings. He may be "pulling
for" you strongly when he seems to be "bucking" the hardest.
[Sidenote: Objection is Favorable Sign]
_An objection really is a favorable sign._ If you call upon a
prospective employer who, after hearing your presentation, begins to
find fault with it and with you, or tries to evade your proposal, you
may be sure that you have carried him along a considerable distance
toward the accomplishment of your purpose. _He objects or evades because
he is on the defensive._ "You have him going." He is wary, and so takes
measures for self-protection. _The moment your prospect begins to raise
objections in your way, he indicates that he is not entirely comfortable
in his own mind about escaping from your salesmanship._ He has felt the
tug of desire; but he does not feel sure yet that you deserve his
confidence, or else he has a pretty positive idea that in this matter of
your possible employment his interests and yours are different.
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