The essence of good salesmanship at this stage of the
process is _skillful, but honest weighing_. That means using _both
sides_ of the scale, to convince the prospect that _the balance tips in
your favor_. He will not believe in the correctness of the "Yes" weight
unless you show the lesser weight of "No" _in contrast_. Then he cannot
help _seeing_ which is the heavier. _Decision on the respective weights
is only a process of perception._
[Sidenote: The Process Of Perception]
Let us suppose the employer has asserted the objections that you are not
sufficiently experienced to earn the salary you want, and that you don't
know enough yet to fill the job. It would be poor salesmanship to try to
convince him that you have had a good deal of experience. If you
exaggerate the importance of the things you have learned, he almost
surely will judge you to be an unfair weighman of yourself. So you
should tacitly admit your inexperience and treat the value of experience
lightly by reminding him that his business is unlike any other.
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