e: Never Weaken At the Finish]

He should not fear to close the sale. He has been "going strong" until
now; why should he weaken at the finish? The master salesman does not
quaver then, or doubt his success. He asks his prospect's decision
bravely and with confidence, or he assumes it as a matter of course and
kisses the girl. His heart beats faster than usual, but he is not afraid
of hearing "No."

_You should feel the same way_ after leading your prospective employer
successfully through the preliminary stages of the process of selling
your services to him. Do not falter now. _Promptly emphasize the idea
that the weight, amount, and quality of your merits are fully worth the
compensation previously discussed._ If you are _sure_ of that, if you
have valued your services from _his_ standpoint, and not just from
_your own_, you will feel no doubts about the acceptance of your
application. You will put your prospective employer through the process
of decision as courageously and confidently as you first entered his
presence.

[Sidenote: Getting the Decision Pronounced]

Sometimes a prospect will be convinced, but will not express what is in
his thoughts. Therefore _it is not enough to bring about a favorable
conclusion of mind_. Until this has been _pronounced or signified_, it
may easily be changed. Hence the _effective process of decision includes
both the mental action of judgment and its perceptible indication_.
Often a prospect who is _thinking_ "Yes" will not _say_ it until he is
prompted by the salesman.

[Sidenote: A Lawyer Sums Up the Case]

When a lawyer is trying a case, he endeavors to bring out the evidence
in favor of his client and to make the jury see every point clearly. He
shows also the fallacies and falsities of opposing testimony. But after
all the evidence has been given, the case is not turned over
_immediately_ to the jury for decision. If that were done the lawyer
would miss his best chance to influence the jurors to make up their
minds in his favor. They are not so familiar as he with the facts and
their significance. They would be apt to attach more importance to some
details of testimony, and less to others, than the circumstances
warrant. So, to assist the jurors in arriving at their verdict on the
evidence, the lawyer _sums up the case_. He lays before their minds his
views, and tries with all his power and art to convince them that his
word pictures are true reproductions of the facts