"
When you have presented to your prospective employer a thoroughly good
case for yourself, _do not slow down or stop the selling process_.
Especially avoid letting _him_ take the reins. Thus far _you_ have
controlled the sale. _Keep final developments in your own hands._ Go
ahead. Smile. Be and appear entirely at ease. Look the other man in the
eye. Ask him, "When shall I start work?" _Suggest_ that you believe he
is favorable to your application. _Even speak his decision for him_, as
though it were a matter-of-course. If the previous trend of the
interview justifies you in assuming that he has almost made up his mind
to employ you, pronounce his probable thought as if he had announced it
as his final conclusion. _He will not be likely to reverse the decision
you have spoken for him._ His mental inclination will be to _follow your
lead_, and to accept as his own judgment what you have assumed to be
settled in his mind.
[Sidenote: Reversing a Negative Decision]
A stubborn merchant made a dozen objections to hiring a new clerk.
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