[Sidenote: Win Admiration by Keeping Upper Hand]
_The chief danger to the salesman at the objections stage is that he may
lose control of the selling process._ Be on your guard to prevent the
other man from dominating you by his opposition. You have the advantage
at the start. He cannot be so well prepared to make objections as you
should be to dispose of them effectively. _Keep the upper hand._ If you
have not antagonized his feelings, your prospect will admire you when he
sees that he cannot dominate you and realizes that you will not let him
have his own way. You will build up in him a favorable opinion of your
manhood, intelligence, and power. _He cannot help appreciating your art
in handling him._
[Sidenote: Make Desire Grow]
Dispose of each objection in such a way that you will get yourself
wanted more and more as you remove or get around the obstacles
encountered. _The prospect's desire for your services should grow in
proportion as you overcome his opposition._ It is possible to use
objections, or rather their answers, to strengthen your salesmanship so
greatly that it will be easy to gain your object--the job or the
promotion you seek.
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