through with his customer he came forward and met me pleasantly, spoke
well of our house, but said he was just getting in a bill of revolvers
and cartridges, and needed nothing in our line.

There was something about him that made me like him at once, and I had
the feeling that I was making a pleasant impression upon him. We
chatted about Pittsburg, about gun houses, about the cutting going on
in prices, and the general dullness in all business. I think that when
I went out of the store I had more respect for him as a man and as a
merchant than I had for the two who had bought of me. Had he needed
any goods, I would have given him my lowest prices at the first word.
As I was walking back to the hotel I suddenly remembered that he was
just the man to buy a certain pocket-knife that we had lately taken
hold of, and I went back to speak about it to him.

"Are you sending goods here to any one?" he asked.

"Yes, two bills."

"Then send me a dozen."

I thanked him, and went off feeling better. The chances are always
decidedly in your favor of selling a man whom you have sold before.
The dealer who lets you leave town without an order this trip will let
you go twice as readily the next time. I like to get him down in my
order book even though it is for some very trifling thing, because of
the influence it will have on the future.

I went to the hotel, copied off my orders, and mailed them, feeling
that I had done extra well, and then sauntered leisurely to the depot.