"One of the principal reasons I came to you, Mr. Blank, is that I hope to benefit from your rule myself. I want to get into a company where I will know that the way to advancement is sure without going outside for my chance. But by my experience in other employment I have developed certain capabilities that would warrant you in making an exception to your rule, in my case.
"You do not audit your own books. Yet you have been self-auditing your methods of office operation. Another thought I want to suggest. You know that in the royal families of Europe the stock runs down because they don't get in fresh blood. I would not advocate a change in your general policy. But you have already made an exception to your rule in having your books checked by a public accountant whom you engage by the year for that purpose.
"I propose to bring in the outside viewpoint for the study of your office system, with the expectation of suggesting possible improvements. I want to introduce fresh blood, and yet to become part of your organization family. It is sound business for you to engage me because I am from the outside. You need an auditor of your operations as much as an auditor of your accounts."
This view of the matter had never been presented before to the employer. It won him over to the proposal. The new man broke in where every preceding applicant had failed.
Apparent Objections
Thus far we have considered actual obstructions, real blocks in the salesman's way. Now let us turn our attention briefly to obstacles that are only apparent, to resistance that is but a feint.
Your prospect may try to put you off. Or perhaps he will attempt to evade uttering a downright refusal, and instead will make some sort of an excuse for not doing what you wish. If you dignify these artificial or merely apparent obstacles by treating them as real obstructions, you will hinder your own progress toward success.
Danger of Losing Ground Gained
You have secured your chance to present your services for purchase. You have made real progress toward the successful accomplishment of your ultimate purpose. Nearly always if you let yourself be put off for any reason, without making a definite advance toward your final goal, you will lose some of the ground already gained. When your prospect attempts to evade the issue by making an excuse or by postponing further consideration of the subject, he tacitly admits that your position is strong. But if you have to start the selling process all over again at another time, if you let him put you off when your position is strong, you will be weaker when you attempt to resume your sale.
Do One of Two Things