He has been "going strong" until
now; why should he weaken at the finish? The master salesman does not
quaver then, or doubt his success. He asks his prospect's decision
bravely and with confidence, or he assumes it as a matter of course and
kisses the girl. His heart beats faster than usual, but he is not afraid
of hearing "No."
_You should feel the same way_ after leading your prospective employer
successfully through the preliminary stages of the process of selling
your services to him. Do not falter now. _Promptly emphasize the idea
that the weight, amount, and quality of your merits are fully worth the
compensation previously discussed._ If you are _sure_ of that, if you
have valued your services from _his_ standpoint, and not just from
_your own_, you will feel no doubts about the acceptance of your
application. You will put your prospective employer through the process
of decision as courageously and confidently as you first entered his
presence.
[Sidenote: Getting the Decision Pronounced]
Sometimes a prospect will be convinced, but will not express what is in
his thoughts.
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