Think of me as raw
material that won't have to be re-made, and that can be easily shaped as
you want to form it. I realize it will take some work on your part, _but
the product will be satisfactory to you when it is done_. It seems to me
that the only question involved is whether or not I would make it worth
your while to do the work on me. The fact that I have come to you of my
own choice proves I really want to be employed here. I assure you now
that I will make my services worth any pains you take to teach me your
methods, and I will be just as eager to remain as I am to start."
[Sidenote: Use Objection As a Sales Help]
Analyze this method of dealing with any particular obstacle. _Plan to
get rid of the obstruction completely, leaving the way ahead smoothed._
When the objection of the prospect is so skillfully disposed of, his
_desire_ for your services is stimulated. He _wants you more, because he
likes you better_ now that you have cleared away the obstacle. Thus you
have utilized the objection as a _help_ in selling yourself
successfully.
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