shall I start work?” Suggest that you believe he is favorable to your application. Even speak his decision for him, as though it were a matter-of-course.  If the previous trend of the interview justifies you in assuming that he has almost made up his mind to employ you, pronounce his probable thought as if he had announced it as his final conclusion. He will not be likely to reverse the decision you have spoken for him. His mental inclination will be to follow your lead, and to accept as his own judgment what you have assumed to be settled in his mind.

[Sidenote:  Reversing a Negative Decision]

A stubborn merchant made a dozen objections to hiring a new clerk.  The young man cleared them all away, one after another, as soon as each was raised.  But the employer leaned back obstinately in his chair and declared, “Just the same, I don’t need any more clerks.”  This was but a repetition of an objection already disposed of.  The applicant concluded, therefore, that he had his man cornered.  The salesman smiled broadly at the indication of his success.  He stood up and took off his overcoat.

“Well,” he said, “you certainly need one less than you did, now that I’m ready to begin work.  I understand why you have been putting me off.  You wanted to test my stick-to-it-ive-ness.  I’m sure I have convinced you on that point.  You needn’t worry about my staying on the job.  Shall I report to the superintendent, or will you start me yourself?”

The merchant drew a deep breath; then emptied his lungs with a burst of astonishment mixed with relief.  He could not help laughing.

“I meant to turn you down, but you say I’ve made up my mind to hire you.  I didn’t know it myself, but you’re right.  I believe you are the sort of clerk I always want.”

[Sidenote:  Expect the Prospect to Say “Yes”]

Remember, when you face your prospect at the closing stage, the motive that brought you to him.  You came with the intention of rendering him services from which he will profit.  You want your capability to be a “good buy” for him.  Your consciousness that your motive is right should give you strengthened faith in yourself and in the successful outcome of your salesmanship.  It should fill you with the courage necessary to close the sale.

Neither hesitate nor flinch.  Confidently prompt the decision in your favor.  Believe that you have won and you will not be intimidated by fears of failure.  Your prospect is unlikely to say “No” if you really expect to hear “Yes." Even if he speaks the negative, still believe in your own faith.  I know a man who, a minute after his application was flatly rejected, won the position he wanted.  Unrebuffed, he came back with, “Eventually, why not now?” His evident conviction that he was needed gained the victory when his chance seemed lost.

[Sidenote:  Don’t Be Afraid to Pop The Question]