[Sidenote:  Using Suggestion Instead of Statement]

You know that you are very careful, and that you would not take any important action on your own responsibility if you were in doubt whether or not you were right.  You feel that his objection is unsound; that he is exaggerating caution.  But it would certainly be a mistake for you to say, “Nonsense!” That would make him bristle.

Of course you want to show him that you do not take his objections seriously.  You can make the right impression by smiling at his statement.  You can reinforce the effect of your smile by making a horizontal gesture with your hand.  If you shake your head slightly, force will be added to your denial of incapacity or rashness.  It may not be necessary for you to say anything.  Possibly your suggestion will be stronger if you simply ignore the point he has raised against you.  Usually, however, in such a case it is best to employ a few quiet words in disposing of the objection; though chief reliance should be placed on the suggested meaning behind the statement.

[Sidenote:  Your Stake In Your Opportunities]

I recall the case of a man who handled an objection of that sort by first smiling while shaking his head and making a gesture of negation, and then said, “I could not lose much for you, but if I were reckless or irresponsible I certainly would lose for myself this opportunity that you see I want very much.  I have a great deal more at stake than you.  You may be sure I shall not risk losing my chance to succeed, by causing you any losses.”  The tone used was the heart pitch of sincerity, with the final assurance in the deeper tones of power.  The tone and the manner of the applicant for the position indicated such strength that the prospect felt the weakness of his objection and did not persist in it.

[Sidenote:  Direct and Qualified Admissions]

When you make a direct admission of the point the prospect raises against you, have a strong answer ready and give it to him at once.  Otherwise you will not rid his mind entirely of the objection.  In most cases it is preferable to make only an indirect or qualified admission of the point raised.  Then the objection, not having been strengthened by your full confirmation, can be overcome without the use of much force or power.

[Sidenote:  Straight-out Agreement With the Objection]

If your prospective employer says to you, “We are not making any money.  I do not intend to put on a new man,” diplomacy requires you to admit unequivocally the truth of his assertion that his business is not profitable.  He may be exaggerating a temporary condition, but he would take offense if you should question his blunt statement.  Therefore agree with him, and having prepared the opening with your tact, introduce to his mind agreeable ideas of satisfying his want for profits.  You might