It won him over to the proposal. The new man broke in where every
preceding applicant had failed.
[Sidenote: Apparent Objections]
Thus far we have considered _actual_ obstructions, _real_ blocks in the
salesman's way. Now let us turn our attention briefly to obstacles that
are only _apparent_, to resistance that is but a _feint_.
Your prospect may try to put you off. Or perhaps he will attempt to
evade uttering a downright refusal, and instead will make some sort of
an excuse for not doing what you wish. If you dignify these _artificial_
or merely _apparent_ obstacles by treating them as _real obstructions_,
you will hinder your own progress toward success.
[Sidenote: Danger of Losing Ground Gained]
You have secured your chance to present your services for purchase. You
have made real progress toward the successful accomplishment of your
ultimate purpose. _Nearly always if you let yourself be put off for any
reason, without making a definite advance toward your final goal, you
will lose some of the ground already gained.
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