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“I opened up that afternoon. It took me three hours. I put my samples in good shape so that I knew where to lay my hands on anything that a customer might ask for–and you know if you go out to sell anything you’d better know what you have to sell! My samples open, I went down the street and fell into the first store I came to. The proprietor had been an old customer of the house, but I now know that the reason he gave me the ice pitcher was that he had been slow in paying his bills and the house had drawn on him. A wise thing, this, for a house to do –when they want to lose a customer! This was a heart-breaker to me right at the start, but it was lucky, because, if I had sold him, I would have packed up and gone away without working the town. A man on the road, you know, boys, even if he doesn’t do business with them, should form the acquaintance of all the men in the town who handle his line. The old customer may drop dead, sell out, or go broke, and it is always well to have somebody else in line. Of course there are justifiable exceptions to this rule, but in general I would say: ‘Know as many as you can who handle your line.’

“After the old customer turned me down I went into every store in that town and told my business. I found two out of about six who said they would look at my goods. By this time everybody had closed up and I came back to the hotel and went to bed, having spent the first day without doing any business.

“Five men from my house in this same territory had fallen down in five years and I, a kid almost, was number six–but not to fall down! I said to myself, ‘ I am going to succeed.’ The will to win means a whole lot in this road business, too, boys. You know, if you go at a thing half-heartedly you are sure to lose out, but if you say ‘I will,’ you cannot fall down.

“Next morning I was up early and, before the clerks had dusted off the counters, I went in to see the old gentleman who had said he would look at my goods.

“‘Round pretty early, aren’t you, son?’ said the old gentleman.

“‘Yes, sir; but I’m after the worm,’ said I.

“‘All right. Go up to your hotel and I’ll be there in half an hour.’

“Instead of waiting until he was ready for me, I went to the hotel. After the half hour was up I began to get nervous. It was an hour and a half before he came. I hadn’t then learned that the best way to do is to go with your customer from his store to yours, instead of sitting around and waiting for him to come to you. This gives him a chance to get out of the notion.

“I sold the old gentleman a pretty fair bill of hats, but it was sort of a hit and miss proposition. He would jump from this thing to that thing. I hadn’t learned that the real way to sell goods is to lay out one line at a time and finish with that before going to another. Pretty soon, though, good merchants educated me how to sell a bill. This is a thing a beginner should be taught something about before he starts out.

“Customer No. 2 was a poke. But I suppose this was the reason I sold him, because most of the boys, I afterwards learned, passed him up and had nicknamed him ‘Old Sorgum-in-the-Winter.’ It is a pretty good idea to let a slow man have his way, anyhow, if you have plenty of time, because when you are selling goods in dozen lots, no matter how slow a man is, you can get in a pretty good day’s work in a few hours.