The new man went
to work immediately, and very soon demonstrated such value that his
compensation was increased to an entirely satisfactory amount.
[Sidenote: Don't Fight Back]
Already in this chapter you have been warned against handling an
objection in such a way that the natural antagonism of the man who makes
it will be increased by your method of dealing with his opposition. When
he resists you, or puts obstructions in your way, you of course must
take the measures that are necessary to enable you to proceed with your
purpose, notwithstanding the obstacles he raises. _But if he acts
antagonistic, be careful not to appear to fight back._ Avoid making the
impression that you regard him as an _opponent_. Your difficulty in
closing the sale will be lessened if you keep him from feeling at any
time that he needs to adopt measures of _self-protection_ against you.
[Sidenote: Diplomacy And Tact]
_When your progress is obstructed, it is necessary that you use a very
high degree of diplomacy and tact.
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