_Just as soon as you make the
respective weights clear to his perception, he will be convinced._ He
cannot deny what his own mind's eye has been made to see.
[Sidenote: Get Prospect Committed]
Therefore bringing about a favorable _mental conclusion_ is not at all
difficult. The judgment that your services would be desirable is no
harder to gain than a decision that the weight of one side of a scale is
greater than the other. Any one who looks at the balances sees at once
which way they tip. The rub is not in getting the decision _made_ but in
getting it _pronounced_. The sale is not completed until the prospect
has _committed_ himself.
[Sidenote: Now is the Acceptance Time]
He feels that his mental processes are his own secret, which you cannot
read; so he will not guard against the conclusion of his _mind_ that you
would be a desirable employee. But for some reason he may be unwilling
to _express_ his thoughts to you just then, however thoroughly he is
convinced. He naturally prefers not to say "Yes" at once; so that he may
change his mind if he wishes.
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