Should you be put off, do one of two things. Either disregard the evasion entirely and go straight ahead with your selling process; or, if you consent to the postponement or evasion, take advantage of your strategical position of strength to make a definite advance toward the accomplishment of your purpose. For examples of the two methods let us consider suppositious cases.
Driving Ahead
Your prospective employer might say, "I'll think over your application. Come in next week and I'll let you know my decision." You can handle this evasion effectively by going directly ahead and proposing, "I am perfectly willing that you should think over my usefulness to you, but during the week you are considering me for future employment, let me actually work on the job. If you decide that you don't want to keep me, tell me so at the end of the week and there will be no charge for my time." You will be driving straight toward your goal, not even pausing when he attempts to put you off.
Strengthening Position
This effort at evasion or postponement might be handled in a different way. You could say to the prospective employer, "Very well. I will return in a week for your decision. Meanwhile I will submit some additional references as to my character and energy. I ask also that you permit me to save a week instead of wasting it. I should like your permission to spend this next week in your office, studying the job. Then if you decide to employ me, as I believe you will, I will be already broken in." Such a proposal is hard to refuse. While you would consent to the postponement or evasion of decision, you would be strengthening your own position.
Make Progress
In one way or the other you can make progress. Either you can brush the evasion aside and carry your prospect through to the closing stage of the sale of your services, or you can close an intermediate sale on the spot, as in the second illustration.
Forcing Real Objection
Do not, therefore, treat evasions and postponements as real obstacles. Even in case you cannot induce your prospect to go ahead with you, or close an intermediate sale, you can avoid being blocked by his attempt to put you off. When he sees that he cannot get rid of you by his subterfuge, he will be forced to make a real objection. He will not give you another weak excuse after you have disposed of his first attempt to evade. When he tries to block you by making a real objection, after the failure of his excuse or postponement, he will fall right into your plan of the sale. You will be all ready for the objection he states. You will know exactly how to handle it and turn it to good account so that his opposition will be weakened and you will add to your strength.
Let us suppose your prospect comes out with the flat statement, after you prevent him from putting you off, "No, I have made up my mind not to add any new employees for the present." He thinks that settles the question. In reality it affords you a sales opening. You retort, "Your attitude is perfectly right. You do not want to add to expense. I should feel the same way myself, were I in your position. However, I am not going to be an expense. I shall be a money-maker. I know you have no objections to increasing your profits." His opposition would have given you your lead.