How to Hold the Psychological Upper Hand

But don’t beg them to take that action. If you do, it boomerangs! The visitor reasons to himself, “It sounds to me like they’ll take anyone they can get. I’ve applied for jobs before but never been begged to take one of them. Apparently they profit if you’re successful at this work, but they don’t lose if you’re not. That’s why they’ll take anybody and everybody. This is no good.”

Therefore, speak in terms of “If you can qualify,” or “If you can prove to us that you’re the man for the job,” or “If you can prove to us that you’ll really get out and work.” You then are still holding the psychological upper hand. You’re getting him to sign up because it’s in his interest to do so. That’s the only way he’ll do it. He will never sell your merchandise as a favor to you or to me.

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