[Sidenote: Forcing Real Objection]
_Do not, therefore, treat evasions and postponements as real obstacles._
Even in case you cannot induce your prospect to go ahead with you, or
close an intermediate sale, _you can avoid being blocked_ by his attempt
to put you off. When he sees that he cannot get rid of you by his
subterfuge, he will be forced to make a _real_ objection. He will not
give you another weak excuse after you have disposed of his first
attempt to evade. When he tries to block you by making a real objection,
after the failure of his excuse or postponement, he will fall right into
your plan of the sale. _You will be all ready for the objection he
states._ You will know exactly how to handle it and turn it to good
account so that his opposition will be weakened and you will add to your
strength.
Let us suppose your prospect comes out with the flat statement, after
you prevent him from putting you off, "No, I have made up my mind not to
add any new employees for the present.
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