It was just across the street from my sample room. I met him in
the middle of the street. He was a crank about keeping his engagements
promptly. I respect a man who does this. The old gentleman looked
carefully, but not tediously, at my goods, never questioning a price.
In a little while, he said: "I shall do some business with you, suh;
your goods suit me."
I never sold an easier bill in my life and never met a more pleasant
gentleman. Our business finished, he offered me a cigar and asked that
he might sit and smoke while I packed my samples. Yes, offered me a
cigar. And I took it. It was lots better than offering him one. He
enjoyed giving me one more than he would have enjoyed smoking one of
mine. In fact, it flatters any man more to accept a favor from him
than to do one for him. Many traveling men spend two dollars a day on
cigars which they give away. They are not only throwing away money but
also customers sometimes. The way for the salesman on the road to
handle the man he wants to sell goods to in order to get his regard is
to treat him as he does the man of whom he expects no favors.
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