[Sidenote:  Opening the Boss’s Eyes]

She compiled from her budget the exact amount of increased living costs.  The comparative figures of two years showed that her necessary expenses were approximately double what they had been before the war.  Then she used the percentage ratio to demonstrate in neat typewriting that approximately all of her salary increases had gone to some one else, and had not remained in her hands.  On another sheet she typed a summary of the most important business responsibilities she carried for her employer at present, but which she had not been qualified nor trusted to bear when she was first engaged.  The secretary brought the two exhibits to the desk of the business man, laid them before him with brief explanations of what they represented, and concluded with a simple personal statement which she worded most carefully.

[Sidenote:  The Approach That Commands Respect]

“Mr. Blank, I know you mean to be perfectly square with me.  So I want you to realize what has been the actual purchasing power of the salary I have received, and what I have done with it.  This percentage slip shows that my additional pay was all used for additional expenses.  I have been unable to increase my savings.  I really have been paid only for the same kind of services I was able to render when you employed me.  Now I know how to do all these additional things.”  She pointed to the list typed on the second sheet of paper.  “In effect, I haven’t been paid anything for them, you see.  I am sure you have not appreciated the difference between the increased service I have rendered, and the buying power of the raises you have meant to give me but which have all gone to some one else.  Please study these lists.  I believe you will feel that I am earning a larger salary and really am worth more to you than two years ago.”

Her “different” approach gained the secretary not only an immediate increase of fifty per cent in her salary; but five hundred dollars back pay that her fair-minded employer was convinced she should have received.

Such an approach commands the respect of the prospect.  It is the approach of an equal, not of an inferior. So greatly does it reduce the chances of failure that the salesman is practically certain to succeed in his purpose.

[Sidenote:  Initiative Is Yours]

Recognize that the initiative in gaining your chance should be in your own hands.  Do not wait for any opportunity to come to you.  “Go to it.”  Go prepared to control the situation you have planned to create, but be ready also to meet unexpected possibilities.  The object of the master salesman in his preparation is not only to make the selling process easy, but also to meet any difficulties he can foresee that may arise to block him.  He is ready to take full advantage of favorable conditions he has planned to meet, and is equally ready for turn-downs.  If you use the discriminative-restrictive method to gain admission to the presence and into the mind of your prospect, it is altogether unlikely that you will be denied the chance you seek.  Nevertheless go loaded for refusals.  Be ready with the quick come-back to every turn-down you can imagine.