I have a great deal more at stake than
you. You may be sure I shall not risk losing my chance to succeed, by
causing you any losses." The tone used was the heart pitch of sincerity,
with the final assurance in the deeper tones of power. The tone and the
manner of the applicant for the position indicated such strength that
the prospect felt the weakness of his objection and did not persist in
it.
[Sidenote: Direct and Qualified Admissions]
When you make a _direct admission_ of the point the prospect raises
against you, _have a strong answer ready and give it to him at once_.
Otherwise you will not rid his mind entirely of the objection. In most
cases it is preferable to make only an _indirect_ or _qualified_
admission of the point raised. Then the objection, not having been
strengthened by your full confirmation, can be overcome without the use
of much force or power.
[Sidenote: Straight-out Agreement With the Objection]
If your prospective employer says to you, "We are not making any money.
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