denote: Come-backs To Turn Downs]

He tackled the "old man" at a selected time when he knew the president
would not be busy. One after another, in quick succession, he came back
at every reason given for turning him down on his application for
additional pay. Finally the cornered employer stated frankly that the
clerk was entitled to a raise, but as frankly said it could not be
granted because of general business conditions. The applicant, having
gained his immediate object by proving his worth, then switched to the
second part of his plan of approach.

"I didn't expect more money for my clerical work, but haven't I proved
to you by the way I handle turn-downs that I possess the qualifications
of a salesman? It would be just as hard for a prospect to say 'No' to me
as it has been for you. I don't want a raise. I want a chance at selling
real estate. Give me a drawing account equal to my present salary, and
I'll earn it in commissions. I'm going to make it hard for anybody to
get away from me after I tackle him to buy a lot or a house."

Of course the clerk got his chance.

[Sidenote: Touch Tender Spots]

Another important detail of good salesmanship in planning to approach
opportunities to succeed, is _touching the tender spots of the
subordinates_ in the office of the big man you want to reach. Also plan
to touch tender spots in _him_. You can do it with a courteous bow, or
with the tone of respect. Employ the _personal appeal_--that is, make
_contact_ between _your personality_ and the personality of the _other
party_ you desire to influence. There is no better way than by
manifesting your _real friendliness_. One who comes as a friend is able
to feel and to appear _at ease_. The bearing of perfect ease makes the
excellent impression of _true equality in manhood_, and helps very
greatly in gaining for one a chance to succeed.

[Sidenote: Strength and Resourcefulness]

Sometimes self-respect will require you to use very forceful methods to
secure the opportunity you desire. A snippy clerk may refuse you
admittance to the private office. The big man himself may send out word
that he will not receive you, or perhaps he will attempt to dismiss you
brusquely after you are granted an audience. So be prepared to manifest
your _strength_, as well as your _resourcefulness_, should such _force_
of personality be needed in any imaginable situation. If you have
planned exactly how you will show your strength, you will make