You need
not _antagonize_ by manifesting your determination to have the merits of
your proposal given due consideration. You know your prospect feels
pretty strongly on the matter of increasing his payroll while business
is unprofitable, but you should make him recognize that you believe so
thoroughly in your earning capacity that you feel you would justify him
in disregarding the temporary depression, while he considers your
service worth.
[Sidenote: Units of Tone]
As we have noted previously, it is important to know, at the time an
objection is put in your way, _whether or not it is really meant_. When
deciding in your mind on the right answer to this problem, you will be
helped very much if you size up not only the tone pitch of the
objection, but also the _units_ of tone employed by the prospect in his
expression of opposition. If he refuses your application, but uses just
_one_ tone, you may be sure his negative is not strong. If you do not
strengthen it to stubbornness by antagonizing him, but use tact to get
rid of his resistance, you will not find it difficult to melt away the
obstruction.
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