ur
factory. Though this involves additional expense in your dullest season,
you are having the work done now because this is your slackest time.
True, your profit showing at present will not be so good as it would be
if you did not make the repairs. But the earnings of your business will
be improved during your busiest season and you will avoid the extra
expense of interrupting your production when it is at the maximum. This,
of course, is the time to have your repair work done. It would not be
good business to put it off.

"My proposal that you engage me now is directly along the line of your
own policies. What I would do in your office might be called repair
work. Your dull season is the time to have it done. I can introduce my
efficiency ideas now without disorganizing your operations. Then, when
you are busiest, the new system will be in perfect working order, for
your service."

[Sidenote: Adapt Solutions To Your Own Problems]

When you study illustrations of the application of basic principles, do
not give them merely superficial consideration. _Examples are of slight
value unless they suggest to you how you should use your imagination to
make illustrations of your own in actual practice of the principles._
Whatever your need for help in selling your services, and whatever
difficulties you may have to overcome or get around, you will find in
the pages of these books _cues_ to the methods of certain success.
Evidently, however, the scope of the series of chapters must be somewhat
limited. None of the answers to the major problems of salesmanship are
omitted from the contents, _but you must apply and fit the given
solutions to your individual necessities_.

[Sidenote: Two Bases of Objections]

Turn your thought now to the different bases of objections. It is of the
utmost importance that you know whether the obstruction is raised by the
_mind_ or by the _heart_ of your prospect. _Mental_ resistance can be
met and overcome by _ideas_, by points introduced by _your_ mind into
the _mind_ of the _other_ man. His _heart_ may not be involved. But if
there is "feeling" in his opposition, it is necessary that you displace
it with a different _feeling_ toward you and your proposal. The heart of
your prospect must be turned from antagonism to friendliness, if it is
involved in an objection. Therefore when a point is made against you,
_decide from the evidence whether the obstacle raised has an emotional
or a mental basi