The chances are that he is "drawing the
long bow"--that is, that he is putting the prices at which he buys full
low enough! Do not dispute him. Never argue with him. Accept all he says
as gospel. Very soon he will be on the other tack. You will be talking,
and you can judge whether he has told the truth or not. Now you are both
on excellent terms. He thinks you are a very decent young fellow.
BRING ON YOUR "LEADERS."
You ought to have some little line that you are selling for less than it
is worth. Give him the solemn privilege of getting some of it. He
wavers, he is lost. This is the entering wedge. If he is sharp enough to
buy only "leaders," he is too sharp for you, and for your house. Ten
chances to one he would never pay anyway. You must have picked out a
poor man to start on. But if you have an ordinary gentlemanly man of
business, he will take some goods of you. Canvass him for everything. Do
not neglect your work now it has come. He is wavering everywhere. He is
contradicting by his acts nearly every assertion he made behind his
entrenchments. Never mind that.
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