he president of a manufacturing company had an ironclad rule that all
positions in his business were to be filled by promotion. He never hired
a new employee except to start at the bottom. A competent young office
man applied for a situation. He was turned down flatly. The company's
policy was quoted as the reason. He met this obstacle in a new way.

[Sidenote: Making an Exception]

"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.

[Sidenote: 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.

[Sidenote: Danger of Losing Ground Gained]

You have secured your chance to present your services for purchase. You
have