"
Analyze this unequivocal admission of the validity of the objection.
Such cases can often be handled most effectively by granting the point
raised, directly and without any reservations, and then answering the
objection in such a way that it is completely removed as an obstruction.
This is good salesmanship.
[Sidenote: Indirect Admission]
Suppose, however, you feel the objection of poor business is unsound.
Let us assume that this prospective employer you are interviewing has a
dull season every year. Therefore the condition of which he complains is
simply normal, and his objection is put forward as an excuse for
rejecting your application. _In such a case you do not want to make the
obstruction more formidable by fully admitting its validity. Yet tact
forbids you to deny its soundness._ It will be better salesmanship to
recognize indirectly the point raised than it would be to give your full
agreement with the objection, as in the above example of an unequivocal
admission. You might use such an answer as this:
[Sidenote: "That is True, But"]
"I notice, Mr.
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