For example, suppose you apply to a watch manufacturer for a position in his office.  He seems inclined to question your dependability.  You will make a hit with him if you quote a detail from one of his own ads and say, “I have a seventeen jewel movement,” and then particularize that number of good points about yourself.  Such a reference preceding a specification of your qualities would be adaptive originality. It would be an expression exactly fitted to the way this prospect thinks. So it would be more effective than an ordinary answer to the objection.  Adaptive originality in disposing of objections is a manifestation of tact and diplomacy—­the fine art of letting the other man down with a shock absorber instead of jolting him to your way of thinking.

[Sidenote:  Keep Train of Thought on Main Track]

When your prospect starts objecting, it is up to you to prevent him from wandering far afield.  At the objections stage, as at every other step in the selling process, you should dominate the other man.  Tactfully keep him concentrated on the subject and on your application.  If he starts to grumble that some man he has engaged previously was “no good,” you can smile and reply, “You would not give me credit for anybody else’s fine work, and of course you do not blame me for what that fellow did.”

You know what points are relevant to the subject you have come to discuss, and what are not. Discriminate, and make the prospect follow you. Restrict your treatment of his objections to points, means, and methods that will keep his ideas from switching onto side-tracks of thought. When he wanders away from the subject, do not ramble with him. Promptly and diplomatically run his mind back on the main line of your purpose. You are operating a through train to success.  You must not be diverted into picking either daisies or thistles by the right of way while your salesmanship engine stands idle.

[Sidenote:  Patience and Calmness]

Tact and diplomacy include the qualities of patience and calmness.  You cannot deal successfully with opposition if you are impatient or flustered.  Patience understands the other man and avoids giving him offense; because it comprehends his way of thinking and is considerate of his right to his opinions. Calmness denotes a consciousness of strength.  Hence it inspires admiration. Keep your patience open-eyed.  See ahead.  Do not chafe restlessly because the present moment is not propitious.  A better chance for you is coming.  Because of your vision have faith in your power to make it come.  Whatever may happen, be self-possessed when you meet it.  You can give no more impressive proof of your bigness.  Your calmness will win the confidence of the other man.  It will help in making the impression of courageous truth.  Only an honest purpose can meet attack with quiet fearlessness.