However, should the "No" be spoken in two or more tones, with increased
stress at the end, your prospect certainly means his rejection to be
final. His mind is fully made up for the time being. It would be poor
salesmanship to butt your head against his fixed idea, just as it would
be foolish to tackle a strong opponent when he stands most formidably
braced to resist attack. But the two or three toned negative does not
mean that the idea behind it is fixed in the prospect's mind _forever_.
Any one is prone to change his mind, _unless he is kept so busy
supporting a position taken that he has no chance to alter his opinion_.
[Sidenote: Preventing Stubborness]
Therefore leave alone at first the rock you encounter. Get behind the
boulder by taking a roundabout path. Then quietly dig the support from
under the negative idea. If you make no fuss while you are undermining
the obstacle, it will be likely to topple over and roll from your path
without your prospect's noticing that it has disappeared.
Pages:
397
398
399
400
401
402
403
404
405
406
407
408
409
410
411
412
413
414
415
416
417
418
419
420
421