at ease. Look the other man in the
eye. Ask him, "When shall I start work?" _Suggest_ that you believe he
is favorable to your application. _Even speak his decision for him_, as
though it were a matter-of-course. If the previous trend of the
interview justifies you in assuming that he has almost made up his mind
to employ you, pronounce his probable thought as if he had announced it
as his final conclusion. _He will not be likely to reverse the decision
you have spoken for him._ His mental inclination will be to _follow your
lead_, and to accept as his own judgment what you have assumed to be
settled in his mind.

[Sidenote: Reversing a Negative Decision]

A stubborn merchant made a dozen objections to hiring a new clerk. The
young man cleared them all away, one after another, as soon as each was
raised. But the employer leaned back obstinately in his chair and
declared, "Just the same, I don't need any more clerks." This was but a
repetition of an objection already disposed of. The applicant concluded,
therefore, that he had his man cornered. The salesman smiled broadly at
the indication of his success. He stood up and took off his overcoat.

"Well," he said, "you certainly need one less than you did, now that I'm
ready to begin work. I understand why you have been putting me off. You
wanted to test my stick-to-it-ive-ness. I'm sure I have convinced you on
that point. You needn't worry about my staying on the job. Shall I
report to the superintendent, or will you start me yourself?"

The merchant drew a deep breath; then emptied his lungs with a burst of
astonishment mixed with relief. He could not help laughing.

"I meant to turn you down, but you say I've made up my mind to hire you.
I didn't know it myself, but you're right. I believe you are the sort of
clerk I always want."

[Sidenote: Expect the Prospect to Say "Yes"]

Remember, when you face your prospect at the closing stage, the _motive_
that brought you to him. You came with the intention of rendering him
_services from which he will profit_. You want your capability to be a
"good buy" for him. Your consciousness that your motive is _right_
should give you strengthened _faith_ in yourself and in the successful
outcome of your salesmanship. It should fill you with the courage
necessary to close the sale.

_Neither hesitate nor flinch. Confidently prompt the decision_ in your
favor. Believe that you _have_ won and you will not be intimidated by
fears o