_ When your prospect
attempts to evade the issue by making an excuse or by postponing further
consideration of the subject, _he tacitly admits that your position is
strong_. But if you have to start the selling process all over again at
another time, if you let him put you off when your position is strong,
_you will be weaker when you attempt to resume your sale_.
[Sidenote: Do One of Two Things]
Should you be put off, do one of two things. _Either disregard the
evasion entirely and go straight ahead with your selling process_; or,
if you consent to the postponement or evasion, _take advantage of your
strategical position of strength to make a definite advance toward the
accomplishment of your purpose_. For examples of the two methods let us
consider suppositious cases.
[Sidenote: Driving Ahead]
Your prospective employer might say, "I'll think over your application.
Come in next week and I'll let you know my decision." You can handle
this evasion effectively by going directly ahead and proposing, "I am
perfectly willing that you should think over my usefulness to you, but
during the week you are considering me for future employment, let me
actually work on the job.
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