made real progress toward the successful accomplishment of your
ultimate purpose. _Nearly always if you let yourself be put off for any
reason, without making a definite advance toward your final goal, you
will lose some of the ground already gained._ When your prospect
attempts to evade the issue by making an excuse or by postponing further
consideration of the subject, _he tacitly admits that your position is
strong_. But if you have to start the selling process all over again at
another time, if you let him put you off when your position is strong,
_you will be weaker when you attempt to resume your sale_.

[Sidenote: Do One of Two Things]

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.

[Sidenote: 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._

[Sidenote: 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_.

[Sidenote: Make Progress]

_In one way or the other you can make progress._ Either you can brush
the evasio