[Sidenote: Serving Hash For Dessert]
Beware of a mistake commonly made by applicants for positions who do not
understand the art of successfully closing the sale of one's services.
When they try to clinch the final decision, _they just repeat strongly
all their best points. They make no mention of their shortcomings._ For
dessert, in other words, they serve a hash of the best dishes of
previous courses. Is it any wonder that such a close takes away any
appetite the prospect may have had?
What would you think of a lawyer who had closed his case by simply
reading to the jury all the testimony that had been given on his side,
but who had made no reference to the opposing evidence? If you were a
juror, would you vote for a verdict in favor of the side so summed up?
Of course you would have heard the testimony of both parties to the
case, but _you would not feel that the lawyer who ignored the evidence
against his client had helped you to arrive at the conclusion that he
had the preponderance of proof on his side_.
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