in their relation and
proportion to all the circumstances surrounding the issue.

[Sidenote: Preponderance Of Evidence]

The _object_ of the lawyer when he addresses the jury is to make the
convincing impression that _the testimony in favor of his client far
outweighs the evidence on the other side_. He adjures the twelve men
before him to "weigh the evidence carefully." He declares the judge will
instruct them that in a lawsuit the verdict should be given to the party
who has a "preponderance" or greater weight of proof on his side. _At
this closing stage of the case the lawyer acts as a weighmaster._ He
wants to make the jurors feel that he has handled the scales _fairly_,
that he has taken into consideration the evidence _against_ him as well
as the facts _in his favor_; and that the preponderance of weight _is as
he has shown it_--so that they will accept _his_ view and gave him the
verdict. If he feels a sincere conviction that he is right in asking for
a decision on his side, he makes his closing address with the ring of
confidence. He looks the jurors in the eye and asks for the verdict in
his favor as a matter of _right_. He does not beg, but claims what the
weight of the evidence _entitles_ him to receive.

[Sidenote: Treat Your Prospects As Jurors]

The jury that will decide on your application when you apply for a
position will usually consist of but one man, or will be composed of a
committee or board of directors. Treat him or them _as a jury_.
Remember that your capabilities and your deficiencies are _on trial_.
Close your case with the same process the skillful lawyer uses when he sums
up the evidence and weighs it before the minds of the jurors. Do what
he does _as a weighmaster_. Avoid making any impression that you
are not weighing your _demerits_ fairly, though you _minimize their
importance_; also miss no chance to impress the _full weight_ of your
_qualifications_. The essence of good salesmanship at this stage of the
process is _skillful, but honest weighing_. That means using _both
sides_ of the scale, to convince the prospect that _the balance tips in
your favor_. He will not believe in the correctness of the "Yes" weight
unless you show the lesser weight of "No" _in contrast_. Then he cannot
help _seeing_ which is the heavier. _Decision on the respective weights
is only a process of perception._

[Sidenote: The Process Of Perception]

Let us suppose the employer has asserted the objection