say, “I realize business is poor.  That is one of the reasons I come to you just now.  If you were making plenty of money, you would not appreciate the value of my ideas for increasing your profits.  The results of the work I propose to do might not be sufficiently conspicuous among other large earnings to attract your especial notice.  This period of depression gives me the very opportunity I need to prove to you that I would be a money-maker, and not an expense to you.  Surely you would like to have me demonstrate that.  All I ask is a chance to convince you.  Judge me by the results.”

Analyze this unequivocal admission of the validity of the objection.  Such cases can often be handled most effectively by granting the point raised, directly and without any reservations, and then answering the objection in such a way that it is completely removed as an obstruction.  This is good salesmanship.

[Sidenote:  Indirect Admission]

Suppose, however, you feel the objection of poor business is unsound.  Let us assume that this prospective employer you are interviewing has a dull season every year.  Therefore the condition of which he complains is simply normal, and his objection is put forward as an excuse for rejecting your application. In such a case you do not want to make the obstruction more formidable by fully admitting its validity.  Yet tact forbids you to deny its soundness. It will be better salesmanship to recognize indirectly the point raised than it would be to give your full agreement with the objection, as in the above example of an unequivocal admission.  You might use such an answer as this: 

[Sidenote:  “That is True, But”]

“I notice, Mr. Blank, that you are making some extensive repairs on your factory.  Though this involves additional expense in your dullest season, you are having the work done now because this is your slackest time.  True, your profit showing at present will not be so good as it would be if you did not make the repairs.  But the earnings of your business will be improved during your busiest season and you will avoid the extra expense of interrupting your production when it is at the maximum.  This, of course, is the time to have your repair work done.  It would not be good business to put it off.

“My proposal that you engage me now is directly along the line of your own policies.  What I would do in your office might be called repair work.  Your dull season is the time to have it done.  I can introduce my efficiency ideas now without disorganizing your operations.  Then, when you are busiest, the new system will be in perfect working order, for your service.”

[Sidenote:  Adapt Solutions To Your Own Problems]