s engaged previously was "no good," you can
smile and reply, "You would not give _me credit_ for _anybody else's_
fine work, and of course you do not _blame me_ for what _that_ fellow
did."

You know what points are relevant to the subject you have come to
discuss, and what are not. _Discriminate, and make the prospect follow
you._ Restrict your treatment of his objections to points, means, and
methods that will keep his ideas from switching onto side-tracks of
thought. _When he wanders away from the subject, do not ramble with
him._ Promptly and diplomatically run his mind back on the main line of
your purpose. _You are operating a through train to success. You must
not be diverted into picking either daisies or thistles by the right of
way while your salesmanship engine stands idle._

[Sidenote: Patience and Calmness]

Tact and diplomacy include the qualities of _patience_ and _calmness_.
You cannot deal successfully with opposition if you are impatient or
flustered. Patience understands the other man and avoids giving him
offense; because it comprehends his way of thinking and is considerate
of his right to his opinions. _Calmness denotes a consciousness of
strength. Hence it inspires admiration._ Keep your patience open-eyed.
See ahead. Do not chafe restlessly because the present moment is not
propitious. A better chance for you is coming. Because of your vision
have faith in your power to _make_ it come. Whatever may happen, be
self-possessed when you meet it. You can give no more impressive proof
of your bigness. Your calmness will win the confidence of the other man.
It will help in making the impression of courageous truth. Only an
honest purpose can meet attack with quiet fearlessness.

[Sidenote: Win Admiration by Keeping Upper Hand]

_The chief danger to the salesman at the objections stage is that he may
lose control of the selling process._ Be on your guard to prevent the
other man from dominating you by his opposition. You have the advantage
at the start. He cannot be so well prepared to make objections as you
should be to dispose of them effectively. _Keep the upper hand._ If you
have not antagonized his feelings, your prospect will admire you when he
sees that he cannot dominate you and realizes that you will not let him
have his own way. You will build up in him a favorable opinion of your
manhood, intelligence, and power. _He cannot help appreciating your art
in handling him._

[Sidenote: Make D