" He thinks that settles the
question. In reality it affords you a sales opening. You retort, "Your
attitude is perfectly right. You do not want to add to expense. I should
feel the same way myself, were I in your position. However, I am not
going to be an _expense_. I shall be a _money-maker._ I know you have no
objections to increasing your profits." His opposition would have given
you your lead.
[Sidenote: Unsound Objection]
A man applied for a position in a bank. Business in general was dull; so
the president tried to put him off. The position sought offered any one
filling it opportunities to develop increased business for the bank
along certain lines. Thus the objection of dull times was plainly
_unsound_. The applicant felt, however, that it would be a mistake to
urge very strongly his ideas about increasing the business. He believed
the president would not accept them if fully stated. So the young man
met the attempted evasion by drawing the banker on to a step that
committed him only to the _beginning_ of the program outlined.
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