"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."
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.
Don't Be Afraid to Pop The Question
We all laugh at the young swain who courts a girl devotedly for months and uses every art he knows to sell her the idea that he would make her happy as his wife; but who turns pale, then red, and chokes whenever he has a chance to pop the question. Often the girl must go half way with prompting. When, thus encouraged, he finally stammers out his appeal for her decision, she accepts him so quickly that he feels foolish. Women are reputed to be better "closers" of such sales than men.
You smile at the comparison of courting with salesmanship. Yet the selling process is as effective in making good impressions of the sort of husband one might be as in impressing an employer with the idea that one's services in business would prove desirable.
Selling a Future Husband