CHAPTER X
Obstacles In Your Way
Mountain Climbing
There is no great mountain in the world that has a natural, smooth road with an easy grade all the way to the top. Mountain climbing requires some hard work. It involves getting around, or going over, or removing many obstacles that block the path upward.
You will encounter similar difficulties, obstacles, and resistance on your way to success. If you cannot pass them, your ambition will be defeated. You will quit the climb, discouraged; or will be driven back, a failure. In order to assure your success you must now ascertain dependable ways to conquer obstacles. This advance knowledge will make them seem less formidable. Since you will have definite plans for dealing with the difficulties that may obstruct your path, you will not feel hopelessly blocked when you face them.
Knowing How
No great mountain has ever been scaled by a novice ignorant of the science, and unskilled in the art of climbing to supreme heights. But an expert mountaineer learns from mastering one peak something about how to climb others. He develops ability to conquer any and all obstacles he may meet. He proves repeatedly that what would be impossible to a novice is a certainty to him. He starts the most difficult ascent with absolute confidence that he will gain the top.
Obstacles and Resistance
You likewise can feel sure of your ability to reach the highest peaks of success. In preceding chapters you have been shown how to take advantage of the easiest way up by following the guide marks of salesmanship at every step. Now we are to study the obstacles you will encounter, in particular the objections the prospect may raise to frustrate your purpose. At this stage of the selling process you will be like a mountaineer fighting in the Alps. It will probably be necessary that you overcome or evade considerable human resistance while you are climbing toward your goal.
Let us assume that you have already gained a chance to sell your capabilities to the particular man through whom you expect to succeed. He has heeded your knock and welcomed you into his interest. You have made such a presentation of your desirability and service value that he wants you to be associated with him. But now it will be natural for him to begin a critical analysis, seeking whatever faults he can discover or imagine in you or your proposition. Your success or failure in your ultimate purpose is likely to depend on how you handle the criticisms he raises. Therefore it is of vital importance that you learn in advance sure ways to gain your goal despite normal opposition.