t by proving on the spot that you are not a
man who can be dodged or blocked, or cornered. _Every time you pass an
obstacle, you will be a long step nearer to success_ in selling your
services.

Suppose an employer says to you, "You are too young. You have had no
experience in this line of work." You cannot _deny_ your youth and you
should not _defend_ it as if it were a fault. Nor can you claim
experience you have not had. But it is unnecessary for you to indicate
any feeling that inexperience is a demerit. An ordinary applicant might
be discomfited by such resistance to his purpose. If you are a skillful
salesman, you will be prepared to deal with this very obstacle and will
turn it to good account. You can say at once:

[Sidenote: Value of Adaptability]

"Because I am young, I am adaptable to your methods, instead of being
set in ways that might differ from yours. True, I am not experienced.
Therefore, I haven't any wrong ideas to unlearn. Think of me as raw
material that won't have to be re-made, and that can be easily shaped as
you want to form it. I realize it will take some work on your part, _but
the product will be satisfactory to you when it is done_. It seems to me
that the only question involved is whether or not I would make it worth
your while to do the work on me. The fact that I have come to you of my
own choice proves I really want to be employed here. I assure you now
that I will make my services worth any pains you take to teach me your
methods, and I will be just as eager to remain as I am to start."

[Sidenote: Use Objection As a Sales Help]

Analyze this method of dealing with any particular obstacle. _Plan to
get rid of the obstruction completely, leaving the way ahead smoothed._
When the objection of the prospect is so skillfully disposed of, his
_desire_ for your services is stimulated. He _wants you more, because he
likes you better_ now that you have cleared away the obstacle. Thus you
have utilized the objection as a _help_ in selling yourself
successfully. Just so a mountain climber uses the rocks he encounters as
holding places to help him climb higher.

Your prospect may say that he has no need for such services as you
offer. He may state reasons why you are not needed in his Business. _But
if you have prepared yourself thoroughly, each disclaimer of his lack,
every suggestion of an objection, will give you an opportunity to prove
in some specific way your service value to him._

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