My best deals were always made with professional horse-men, who generally seemed to think they had a "soft snap," and I never attempted to convince them differently, except when I could do so at their expense.
Peddling jewelry and spectacles was the business I gave my special attention to for sometime, and it proved a very satisfactory one. With the exception of a few disagreeable features which are sure to attend any business of that nature, I found it very pleasant.
One day I drove into a small country village and stopped at a blacksmith's shop to have my horse shod. While waiting, I happened to drop into a large general store, and very soon entered into conversation with the proprietor, who was a jovial, good-natured fellow. He told me his latest story, when I thought to try and amuse him with one or two of mine, which I was very successful in doing.
In a few moments I mentioned that I was in the jewelry business, and before I had time to ask him to look at my goods, he said: "Bring in your truck, let's see what you've got, anyhow."
I brought them in and began quoting prices. He began picking out and laying to one side. I was worried to know whether he expected to buy on credit or pay cash.
He kept picking out and I told another story. He laughed heartily and said that was "the boss" and laid out more goods.
Finally he said: "What are your terms anyway or haven't you got any."
I answered: "No, I have no terms, everything net spot cash."
"What! Don't you give any cash discount?"
"I never have given any yet," was my reply.