“Because I am young, I am adaptable to your methods, instead of being set in ways that might differ from yours.  True, I am not experienced.  Therefore, I haven’t any wrong ideas to unlearn.  Think of me as raw material that won’t have to be re-made, and that can be easily shaped as you want to form it.  I realize it will take some work on your part, but the product will be satisfactory to you when it is done.  It seems to me that the only question involved is whether or not I would make it worth your while to do the work on me.  The fact that I have come to you of my own choice proves I really want to be employed here.  I assure you now that I will make my services worth any pains you take to teach me your methods, and I will be just as eager to remain as I am to start.”

[Sidenote:  Use Objection As a Sales Help]

Analyze this method of dealing with any particular obstacle. Plan to get rid of the obstruction completely, leaving the way ahead smoothed. When the objection of the prospect is so skillfully disposed of, his desire for your services is stimulated.  He wants you more, because he likes you better now that you have cleared away the obstacle.  Thus you have utilized the objection as a help in selling yourself successfully.  Just so a mountain climber uses the rocks he encounters as holding places to help him climb higher.

Your prospect may say that he has no need for such services as you offer.  He may state reasons why you are not needed in his Business. But if you have prepared yourself thoroughly, each disclaimer of his lack, every suggestion of an objection, will give you an opportunity to prove in some specific way your service value to him.

The president of a manufacturing company had an ironclad rule that all positions in his business were to be filled by promotion.  He never hired a new employee except to start at the bottom.  A competent young office man applied for a situation.  He was turned down flatly.  The company’s policy was quoted as the reason.  He met this obstacle in a new way.

[Sidenote:  Making an Exception]

“One of the principal reasons I came to you, Mr. Blank, is that I hope to benefit from your rule myself.  I want to get into a company where I will know that the way to advancement is sure without going outside for my chance.  But by my experience in other employment I have developed certain capabilities that would warrant you in making an exception to your rule, in my case.

“You do not audit your own books.  Yet you have been self-auditing your methods of office operation.  Another thought I want to suggest.  You know that in the royal families of Europe the stock runs down because they don’t get in fresh blood.  I would not advocate a change in your general policy.  But you have already made an exception to your rule in having your books checked by a public accountant whom you engage by the year for that purpose.