Please tell me the name of the man who
swindled you. He might hit my publishers for a job after he gets out of
jail, and I want to warn the boss against him. Sometimes those slick
rascals pull the wool over our eyes, too. We are always on the lookout
to avoid getting tangled up with them."
The salesman pulled out his note book and pencil. When the name was
given, he wrote it down painstakingly. He asked the prospect to spell it
for him; so that he would be sure to get it right. Then he thanked the
man who had said he would have nothing more to do with book agents.
Having "got around" the objector, the salesman proceeded with his
selling talk on the encyclopedia, as if he had not been turned down
flatly to begin with. In less than half an hour he had secured the
signature of the prospect to a contract for the finest edition.
[Sidenote: Be Ready for Opposition]
If this salesman had not been thoroughly prepared to meet the strongest
kind of mental and emotional opposition, he could not have come back so
quickly with the appropriate answer that undermined the obstacle.
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