Just so a mountain climber uses the rocks he encounters as
holding places to help him climb higher.
Your prospect may say that he has no need for such services as you
offer. He may state reasons why you are not needed in his Business. _But
if you have prepared yourself thoroughly, each disclaimer of his lack,
every suggestion of an objection, will give you an opportunity to prove
in some specific way your service value to him._
The president of a manufacturing company had an ironclad rule that all
positions in his business were to be filled by promotion. He never hired
a new employee except to start at the bottom. A competent young office
man applied for a situation. He was turned down flatly. The company's
policy was quoted as the reason. He met this obstacle in a new way.
[Sidenote: Making an Exception]
"One of the principal reasons I came to you, Mr. Blank, is that I hope
to benefit from your rule myself. I want to get into a company where I
will know that the way to advancement is sure without going outside for
my chance.
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