He is
looking out for himself.
[Sidenote: Welcome Opportunity To Strengthen Yourself]
However, you have come with a _true service_ purpose. You believe he
_needs_ you; that you can _satisfy a lack_ in his business. You feel
your interests and his are alike, not different. You know that you have
no intention "to put anything over on him." You want your prospect to be
absolutely satisfied with what you propose. Therefore you should welcome
every chance to convince his mind and win his confidence. _An objection
affords you an opportunity to overcome it, and so both to strengthen
your proposition and to weaken his resistance._
[Sidenote: Don't Set Up Straw Men to Knock Down]
_You_ should not, however, bring up objections that the _prospect_ has
not raised in his own mind. That would be putting up a straw man and
knocking him down, which is profitless and unconvincing. Of course you
must clear the path when there is no other way to proceed, but do not
block it yourself. Sometimes it will not be advisable to clear the path.
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