"I shall see you at one thirty, suh. Will you excuse me now?" With
this the old gentleman returned to his office. I immediately left the
store. The important thing to get a merchant to do is to consent to
look at your goods. When you can get him to do this, keep out of his
way until he is ready to fulfil his engagement. Then, when you have
done your business, pack your goods and leave town. What the merchant
wants chiefly with the traveling man is to _do business_ with him.
True, much visiting and many odd turns are sometimes necessary to
get the merchant to the point of "looking," but when you get him
there, leave him until he is ready to "look." Friendships, for sure,
will develop, but don't force them.

At one twenty-nine that afternoon I started for the "old crank's"
store. 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