_ Then you can win
the respect of your prospect by proving on the spot that you are not a
man who can be dodged or blocked, or cornered. _Every time you pass an
obstacle, you will be a long step nearer to success_ in selling your
services.
Suppose an employer says to you, "You are too young. You have had no
experience in this line of work." You cannot _deny_ your youth and you
should not _defend_ it as if it were a fault. Nor can you claim
experience you have not had. But it is unnecessary for you to indicate
any feeling that inexperience is a demerit. An ordinary applicant might
be discomfited by such resistance to his purpose. If you are a skillful
salesman, you will be prepared to deal with this very obstacle and will
turn it to good account. You can say at once:
[Sidenote: Value of Adaptability]
"Because I am young, I am adaptable to your methods, instead of being
set in ways that might differ from yours. True, I am not experienced.
Therefore, I haven't any wrong ideas to unlearn.
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