If you decide that you don't want to keep me,
tell me so at the end of the week and there will be no charge for my
time." _You will be driving straight toward your goal, not even pausing
when he attempts to put you off._
[Sidenote: Strengthening Position]
This effort at evasion or postponement might be handled in a different
way. You could say to the prospective employer, "Very well. I will
return in a week for your decision. Meanwhile I will submit some
additional references as to my character and energy. I ask also that you
permit me to save a week instead of wasting it. I should like your
permission to spend this next week in your office, studying the job.
Then if you decide to employ me, as I believe you will, I will be
already broken in." Such a proposal is hard to refuse. While you would
consent to the postponement or evasion of decision, _you would be
strengthening your own position_.
[Sidenote: Make Progress]
_In one way or the other you can make progress._ Either you can brush
the evasion aside and carry your prospect through to the closing stage
of the sale of your services, or you can close an intermediate sale on
the spot, as in the second illustration.
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