_ This will carry you much farther
toward your purpose than any manifestation of naked force. Of course you
must meet many objections squarely. You will encounter obstructions that
cannot be avoided, opposition that will not step aside. There will be
occasions when it will be necessary for you to employ force. But you can
always conceal "the iron hand in the velvet glove" if you exert your
force in _tones_ and with _gestures_ or _movements_, rather than by
making _word_ statements. _The art of suggestion can be employed as
effectively at the objection stage as at any other step of the selling
process._
Let us assume that you are a greenhorn. But you believe yourself capable
of filling a certain position. You apply for it. Your prospective
employer questions your capability because you lack experience. He
refuses your application, and declares he is unwilling to run the risk
of having you make mistakes that might be expensive to him.
[Sidenote: Using Suggestion Instead of Statement]
You know that you are very careful, and that you would not take any
important action on your own responsibility if you were in doubt whether
or not you were right.
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