If his
interest is diverted from it, there is no reason why he should turn his
mind back to a stubborn insistence on his objection. Should he be
conscious that the rock of his earlier opposition has rolled away, he
will probably think it lost its balance. He will not realize that you
subtly undermined it and got rid of it by your skillful salesmanship.
A salesman of an encyclopedia met a prospect who refused to give
favorable attention to him and his proposition.
"No sir-e-e!" declared this objector, shaking his head emphatically. "No
more book agents can work me. The last slick one that tried to swindle
me is in ja-a-il now, and I put him the-ere!"
He gloated in two or three tones.
[Sidenote: Turning Back A Turn-down]
"Good for you!" praised the undaunted salesman, who had come prepared
for adamantine obstacles in his path. "If more book buyers would see
that such rascals get what's coming to them, the rest of us salesmen,
who represent square publishers squarely, would not have to prove so
often that we are not crooks like some fellows who have happened to
precede us in a territory.
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