When a man on the road can get a merchant to say he
will look at his goods, he knows that the merchant wishes to buy from
somebody in his line and he feels that he has ninety-nine chances in a
hundred of selling him.
"That afternoon Old Benzine came over and he was mean. He tore up the
stuff and said it was too high priced, and everything of that kind. He
haggled over terms and started to walk out several times. He made his
bluff good with me and I thought he was 'giltedge.' Finally, though, I
sold him about a thousand dollars. The old man had worked me all
right. Now he began to put the hooks into the house.
"The same day that my order reached the house came a letter from
Benzine stating that he had looked over his copy and he wished they
would cut off half of several items on the bill. Ah, he was shrewd,
that old guy. He was working for credit. He knew that if he wrote to
have part of his order cut off, the credit man would think he was
good. My house couldn't ship the bill to him quickly enough, and they
wrote asking him to let the whole bill stand.
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