t_ or _qualified_
admission of the point raised. Then the objection, not having been
strengthened by your full confirmation, can be overcome without the use
of much force or power.

[Sidenote: Straight-out Agreement With the Objection]

If your prospective employer says to you, "We are not making any money.
I do not intend to put on a new man," diplomacy requires you to admit
unequivocally the truth of his assertion that his business is not
profitable. He may be exaggerating a temporary condition, but he would
take offense if you should question his blunt statement. Therefore agree
with him, and having prepared the opening with your tact, _introduce to
his mind agreeable ideas of satisfying his want for profits_. You might
say, "I realize business is poor. That is one of the reasons I come to
you just now. If you were making plenty of money, you would not
appreciate the value of my ideas for increasing your profits. The
results of the work I propose to do might not be sufficiently
conspicuous among other large earnings to attract your especial notice.
This period of depression gives me the very opportunity I need to prove
to you that I would be a money-maker, and not an expense to you. Surely
you would like to have me demonstrate that. All I ask is a chance to
convince you. Judge me by the results."

Analyze this unequivocal admission of the validity of the objection.
Such cases can often be handled most effectively by granting the point
raised, directly and without any reservations, and then answering the
objection in such a way that it is completely removed as an obstruction.
This is good salesmanship.

[Sidenote: Indirect Admission]

Suppose, however, you feel the objection of poor business is unsound.
Let us assume that this prospective employer you are interviewing has a
dull season every year. Therefore the condition of which he complains is
simply normal, and his objection is put forward as an excuse for
rejecting your application. _In such a case you do not want to make the
obstruction more formidable by fully admitting its validity. Yet tact
forbids you to deny its soundness._ It will be better salesmanship to
recognize indirectly the point raised than it would be to give your full
agreement with the objection, as in the above example of an unequivocal
admission. You might use such an answer as this:

[Sidenote: "That is True, But"]

"I notice, Mr. Blank, that you are making some extensive repairs on yo