The "pat, new" reply is
always very effective. But do not unduly stress the value of the factor
of _originality_ alone. It must be coupled with _adaptation to the
particular viewpoint of the other man_. You must speak his language, if
you would be sure of making him understand you perfectly.
[Sidenote: Use Prospect's Language]
For example, suppose you apply to a watch manufacturer for a position in
his office. He seems inclined to question your dependability. You will
make a hit with him if you quote a detail from one of his own ads and
say, "I have a seventeen jewel movement," and then particularize that
number of good points about yourself. Such a reference preceding a
specification of your qualities would be adaptive originality. _It would
be an expression exactly fitted to the way this prospect thinks._ So it
would be more effective than an ordinary answer to the objection.
Adaptive originality in disposing of objections is a manifestation of
tact and diplomacy--the fine art of letting the other man down with a
shock absorber instead of jolting him to your way of thinking.
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