_Examples are of slight
value unless they suggest to you how you should use your imagination to
make illustrations of your own in actual practice of the principles._
Whatever your need for help in selling your services, and whatever
difficulties you may have to overcome or get around, you will find in
the pages of these books _cues_ to the methods of certain success.
Evidently, however, the scope of the series of chapters must be somewhat
limited. None of the answers to the major problems of salesmanship are
omitted from the contents, _but you must apply and fit the given
solutions to your individual necessities_.
[Sidenote: Two Bases of Objections]
Turn your thought now to the different bases of objections. It is of the
utmost importance that you know whether the obstruction is raised by the
_mind_ or by the _heart_ of your prospect. _Mental_ resistance can be
met and overcome by _ideas_, by points introduced by _your_ mind into
the _mind_ of the _other_ man. His _heart_ may not be involved.
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