[Sidenote: Keep Train of Thought on Main Track]
When your prospect starts objecting, it is up to you to prevent him from
wandering far afield. At the objections stage, as at every other step in
the selling process, _you should dominate the other man_. Tactfully keep
him concentrated on the subject and on your application. If he starts to
grumble that some man he has engaged previously was "no good," you can
smile and reply, "You would not give _me credit_ for _anybody else's_
fine work, and of course you do not _blame me_ for what _that_ fellow
did."
You know what points are relevant to the subject you have come to
discuss, and what are not. _Discriminate, and make the prospect follow
you._ Restrict your treatment of his objections to points, means, and
methods that will keep his ideas from switching onto side-tracks of
thought. _When he wanders away from the subject, do not ramble with
him._ Promptly and diplomatically run his mind back on the main line of
your purpose. _You are operating a through train to success.
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