ss._

Let us assume that you are a greenhorn. But you believe yourself capable
of filling a certain position. You apply for it. Your prospective
employer questions your capability because you lack experience. He
refuses your application, and declares he is unwilling to run the risk
of having you make mistakes that might be expensive to him.

[Sidenote: Using Suggestion Instead of Statement]

You know that you are very careful, and that you would not take any
important action on your own responsibility if you were in doubt whether
or not you were right. You feel that his objection is unsound; that he
is exaggerating caution. But it would certainly be a mistake for you to
say, "Nonsense!" That would make him bristle.

Of course you want to show him that you do not take his objections
seriously. You can make the right impression by smiling at his
statement. You can reinforce the effect of your smile by making a
horizontal gesture with your hand. If you shake your head slightly,
force will be added to your denial of incapacity or rashness. It may not
be necessary for you to _say_ anything. Possibly your suggestion will be
stronger if you simply ignore the point he has raised against you.
Usually, however, in such a case it is best to employ a few quiet words
in disposing of the objection; _though chief reliance should be placed
on the suggested meaning behind the statement_.

[Sidenote: Your Stake In Your Opportunities]

I recall the case of a man who handled an objection of that sort by
first smiling while shaking his head and making a gesture of negation,
and then said, "I could not lose much for _you_, but if I were reckless
or irresponsible I certainly would lose for _myself_ this opportunity
that you see I want very much. I have a great deal more at stake than
you. You may be sure I shall not risk losing my chance to succeed, by
causing you any losses." The tone used was the heart pitch of sincerity,
with the final assurance in the deeper tones of power. The tone and the
manner of the applicant for the position indicated such strength that
the prospect felt the weakness of his objection and did not persist in
it.

[Sidenote: Direct and Qualified Admissions]

When you make a _direct admission_ of the point the prospect raises
against you, _have a strong answer ready and give it to him at once_.
Otherwise you will not rid his mind entirely of the objection. In most
cases it is preferable to make only an _indirec