employed me. Now I know
how to do all these additional things." She pointed to the list typed on
the second sheet of paper. "In effect, I haven't been paid anything for
them, you see. I am sure you have not appreciated the difference between
the increased service I have rendered, and the buying power of the
raises you have meant to give me but which have all gone to some one
else. Please study these lists. I believe you will feel that I am
earning a larger salary and really am worth more to you than two years
ago."

Her "different" approach gained the secretary not only an immediate
increase of fifty per cent in her salary; but five hundred dollars back
pay that her fair-minded employer was convinced she should have
received.

Such an approach commands the respect of the prospect. It is the
approach of an equal, not of an inferior. _So greatly does it reduce the
chances of failure that the salesman is practically certain to succeed
in his purpose._

[Sidenote: Initiative Is Yours]

Recognize that the _initiative_ in gaining your chance should be in your
own hands. Do not wait for any opportunity to come to you. "Go to it."
Go prepared to control the situation you have planned to create, but be
ready also to meet _unexpected possibilities_. The object of the master
salesman in his preparation is not only to make the selling process
_easy_, but also to meet any _difficulties_ he can foresee that may
arise to block him. He is ready to take full advantage of favorable
conditions he has planned to meet, and is equally ready for turn-downs.
If you use the discriminative-restrictive method to gain admission to
the presence and into the mind of your prospect, it is altogether
unlikely that you will be denied the chance you seek. Nevertheless _go
loaded for refusals_. Be ready with the quick come-back to every
turn-down you can imagine.

A clerk in a real estate office wanted an opportunity to prove that he
was capable of selling. Times were very hard, and the firm had flatly
announced that it would not promote anybody or grant any raises. But
this clerk, who had made up his mind to secure a salesman's job,
carefully prepared a plan of approach before he went to the president's
office. His ostensible purpose was to get a raise; so he had worked out
an ingenious reply to every objection he could imagine his employer
might make to paying him more money. But he really wanted a different
job, not just a larger salary.

[Si