“I appreciate that business is not rushing at present,” he said.  “Therefore you will have time to study how I propose to develop some new business.  If you were very busy, you would not be able to investigate my plan thoroughly.  You may not care to put it into effect just now, but while you have comparative leisure let me give you an illustration of ways in which my idea can be worked out.

“It is unnecessary to discuss salary or a definite engagement at present, if you prefer to wait awhile.  But with your permission I should like to come in here for a month and demonstrate a few of my ideas in actual practice.  At the end of that time I will show you a chart of the results.”

[Sidenote:  Evasion Turned to Selling Aid]

The evasion was turned into a selling aid.  The banker, naturally desirous of making additional profits, could not very well turn down such a proposal.  He would have felt a little ashamed to accept services without paying for them.  Therefore he gave the applicant a chance and agreed to pay him a moderate salary from the beginning.  The new man went to work immediately, and very soon demonstrated such value that his compensation was increased to an entirely satisfactory amount.

[Sidenote:  Don’t Fight Back]

Already in this chapter you have been warned against handling an objection in such a way that the natural antagonism of the man who makes it will be increased by your method of dealing with his opposition.  When he resists you, or puts obstructions in your way, you of course must take the measures that are necessary to enable you to proceed with your purpose, notwithstanding the obstacles he raises. But if he acts antagonistic, be careful not to appear to fight back. Avoid making the impression that you regard him as an opponent.  Your difficulty in closing the sale will be lessened if you keep him from feeling at any time that he needs to adopt measures of self-protection against you.

[Sidenote:  Diplomacy And Tact]

When your progress is obstructed, it is necessary that you use a very high degree of diplomacy and tact. This will carry you much farther toward your purpose than any manifestation of naked force.  Of course you must meet many objections squarely.  You will encounter obstructions that cannot be avoided, opposition that will not step aside.  There will be occasions when it will be necessary for you to employ force.  But you can always conceal “the iron hand in the velvet glove” if you exert your force in tones and with gestures or movements, rather than by making word statements. The art of suggestion can be employed as effectively at the objection stage as at any other step of the selling process.

Let us assume that you are a greenhorn.  But you believe yourself capable of filling a certain position.  You apply for it.  Your prospective employer questions your capability because you lack experience.  He refuses your application, and declares he is unwilling to run the risk of having you make mistakes that might be expensive to him.