Let us assume that you have already gained a chance to sell your capabilities to the particular man through whom you expect to succeed.  He has heeded your knock and welcomed you into his interest.  You have made such a presentation of your desirability and service value that he wants you to be associated with him.  But now it will be natural for him to begin a critical analysis, seeking whatever faults he can discover or imagine in you or your proposition. Your success or failure in your ultimate purpose is likely to depend on how you handle the criticisms he raises. Therefore it is of vital importance that you learn in advance sure ways to gain your goal despite normal opposition.

[Sidenote:  Objections Are Natural]

Recognize first that it is natural for your prospect to raise objections, whether he is favorably impressed or not.  His resistance to your purpose may be only a precaution.  Perhaps it does not indicate opposition at all.  He may want you to convince him you are all right; so that he will feel entire confidence in his own judgment when he finally does as you wish.  Or he may object for no other purpose than to test you thoroughly.  If this is the case, his sympathies will all be with you while you are dealing with the obstacles he puts in your way.

Evidently objections of this sort should not be handled the same as the objections of opposition. It is necessary that you distinguish between the two kinds and that when dealing with each specific objection you determine in your own mind what is its source.  There should be nothing in your method of handling the obstacle that might antagonize your prospect.  You should take fullest advantage of his every inclination to cooperate with you in his thoughts and feelings.  He may be “pulling for” you strongly when he seems to be “bucking” the hardest.

[Sidenote:  Objection is Favorable Sign]

An objection really is a favorable sign. If you call upon a prospective employer who, after hearing your presentation, begins to find fault with it and with you, or tries to evade your proposal, you may be sure that you have carried him along a considerable distance toward the accomplishment of your purpose. He objects or evades because he is on the defensive. “You have him going.”  He is wary, and so takes measures for self-protection. The moment your prospect begins to raise objections in your way, he indicates that he is not entirely comfortable in his own mind about escaping from your salesmanship. He has felt the tug of desire; but he does not feel sure yet that you deserve his confidence, or else he has a pretty positive idea that in this matter of your possible employment his interests and yours are different.  He is looking out for himself.

[Sidenote:  Welcome Opportunity To Strengthen Yourself]