[Sidenote:  No Doubt About Success]

Getting yourself wanted is a process that can be brought to a successful conclusion with absolute certainty. It is not difficult to understand human nature if you are willing to see clearly into yourself.  It is only necessary, then, that you subordinate your personality to the personality of the other man. Learn what he wants, and avoid showing him that you want something from him.  Show him instead that you can supply what he lacks.  Complete and round out the process by suggesting the particular qualities in yourself that your prospecting and size-up have indicated to be the qualities he especially likes.  He will want you then.  He can’t help it.

CHAPTER X

Obstacles In Your Way

[Sidenote:  Mountain Climbing]

There is no great mountain in the world that has a natural, smooth road with an easy grade all the way to the top.  Mountain climbing requires some hard work.  It involves getting around, or going over, or removing many obstacles that block the path upward.

You will encounter similar difficulties, obstacles, and resistance on your way to success. If you cannot pass them, your ambition will be defeated. You will quit the climb, discouraged; or will be driven back, a failure.  In order to assure your success you must now ascertain dependable ways to conquer obstacles.  This advance knowledge will make them seem less formidable.  Since you will have definite plans for dealing with the difficulties that may obstruct your path, you will not feel hopelessly blocked when you face them.

[Sidenote:  Knowing How]

No great mountain has ever been scaled by a novice ignorant of the science, and unskilled in the art of climbing to supreme heights.  But an expert mountaineer learns from mastering one peak something about how to climb others.  He develops ability to conquer any and all obstacles he may meet.  He proves repeatedly that what would be impossible to a novice is a certainty to him.  He starts the most difficult ascent with absolute confidence that he will gain the top.

[Sidenote:  Obstacles and Resistance]

You likewise can feel sure of your ability to reach the highest peaks of success.  In preceding chapters you have been shown how to take advantage of the easiest way up by following the guide marks of salesmanship at every step.  Now we are to study the obstacles you will encounter, in particular the objections the prospect may raise to frustrate your purpose.  At this stage of the selling process you will be like a mountaineer fighting in the Alps.  It will probably be necessary that you overcome or evade considerable human resistance while you are climbing toward your goal.