This was cost, but I saw he had a good stock.

"What are you doing on Champion guns?"

"25 and 10."

"And Zulus?"

"$2.40." This was bottom on both these articles, and I would get my
hair pulled if I sold at these prices, but I was in for it, and
proposed to keep on. The partner came up to me and asked about
revolvers, and very soon we were chatting about our line in detail.

If men really want goods, it is often difficult to get them to order.
They have thought, like Bell, of waiting for a particular man, or they
fancy there may be advantage in delay, or they have no figures but
yours and are not sure you are quoting bottom prices. There is a
disinclination in all men to buy even in good times, and in these days
there is almost a determination in every dealer's heart that he will
not order anything at any price, or under any circumstances. Of
course, when a call comes for something he has not got he realizes
that he has gone too far.

I spread out my samples, talked my prettiest, sang the special praises
of my goods, and finally heard the welcome words: "You may send us,"
etc. When one gets that far, it is his own fault if he does not go on.
Several times in our work we were interrupted, so that the forenoon
was pretty well spent when I was through. It was the hour when many
men go to lunch, and I fancied Mr. Bell to be a man who occasionally
might enjoy a glass of beer, so I suggested that we go out. He