You may not care to put it into effect
just now, but while you have comparative leisure let me give you an
illustration of ways in which my idea can be worked out.

"It is unnecessary to discuss salary or a definite engagement at
present, if you prefer to wait awhile. But with your permission I should
like to come in here for a month and demonstrate a few of my ideas in
actual practice. At the end of that time I will show you a chart of the
results."

[Sidenote: Evasion Turned to Selling Aid]

_The evasion was turned into a selling aid_. The banker, naturally
desirous of making additional profits, could not very well turn down
such a proposal. He would have felt a little ashamed to accept services
without paying for them. Therefore he gave the applicant a chance and
agreed to pay him a moderate salary from the beginning. The new man went
to work immediately, and very soon demonstrated such value that his
compensation was increased to an entirely satisfactory amount.

[Sidenote: Don't Fight Back]

Already in this chapter you have been warned against handling an
objection in such a way that the natural antagonism of the man who makes
it will be increased by your method of dealing with his opposition. When
he resists you, or puts obstructions in your way, you of course must
take the measures that are necessary to enable you to proceed with your
purpose, notwithstanding the obstacles he raises. _But if he acts
antagonistic, be careful not to appear to fight back._ Avoid making the
impression that you regard him as an _opponent_. Your difficulty in
closing the sale will be lessened if you keep him from feeling at any
time that he needs to adopt measures of _self-protection_ against you.

[Sidenote: Diplomacy And Tact]

_When your progress is obstructed, it is necessary that you use a very
high degree of diplomacy and tact._ This will carry you much farther
toward your purpose than any manifestation of naked force. Of course you
must meet many objections squarely. You will encounter obstructions that
cannot be avoided, opposition that will not step aside. There will be
occasions when it will be necessary for you to employ force. But you can
always conceal "the iron hand in the velvet glove" if you exert your
force in _tones_ and with _gestures_ or _movements_, rather than by
making _word_ statements. _The art of suggestion can be employed as
effectively at the objection stage as at any other step of the selling
proce