are not prepared to handle successfully.

[Sidenote: Practicing "Come-backs"]

I know a salesman who trained himself in resourcefulness by typing on
about fifty cards all the objections to his goods or proposition that he
could imagine. For ten or fifteen minutes every evening he played
solitaire with these cards. He would shuffle them, held face down, and
then deal off, face up, objection after objection. He never could tell
which was coming next. In a few weeks he had trained himself to give an
answer instantly to each objection, and to utilize it as a help instead
of a hindrance in his selling. Thereafter opposition and criticism from
prospects had no terrors for this salesman. He was able to get rid of
objections so swiftly, surely, and completely that they never had time
to grow formidable in the mind of the other man.

[Sidenote: Adaptive Originality]

Only a little less important than resourcefulness in meeting objections,
is _adaptive originality in answering them_. The "pat, new" reply is
always very effective. But do not unduly stress the value of the factor
of _originality_ alone. It must be coupled with _adaptation to the
particular viewpoint of the other man_. You must speak his language, if
you would be sure of making him understand you perfectly.

[Sidenote: Use Prospect's Language]

For example, suppose you apply to a watch manufacturer for a position in
his office. He seems inclined to question your dependability. You will
make a hit with him if you quote a detail from one of his own ads and
say, "I have a seventeen jewel movement," and then particularize that
number of good points about yourself. Such a reference preceding a
specification of your qualities would be adaptive originality. _It would
be an expression exactly fitted to the way this prospect thinks._ So it
would be more effective than an ordinary answer to the objection.
Adaptive originality in disposing of objections is a manifestation of
tact and diplomacy--the fine art of letting the other man down with a
shock absorber instead of jolting him to your way of thinking.

[Sidenote: Keep Train of Thought on Main Track]

When your prospect starts objecting, it is up to you to prevent him from
wandering far afield. At the objections stage, as at every other step in
the selling process, _you should dominate the other man_. Tactfully keep
him concentrated on the subject and on your application. If he starts to
grumble that some man he ha