CANVASSING HIMSELF!
That was a fact. He was really revolving the weak places of the enemy in his mind. Suddenly he would start up, seize his paraphernalia, make his expedition, and return rich-laden. This taught me the wonderful power of persuasion when directed in exactly the right way. One of the first things to forget is yourself. I think possibly the finding in your mind of a man to whom you can sell goods depends principally upon your belief that when you make your dash on him you forget what he will think of you. You have the willingness to sacrifice all that to the one object before you. In the possible places of attack which you reject, you are not yet willing to make that sacrifice. You know
ABRAHAM LINCOLN
was a great man. Why? Well, here is one reason. The little men came to him one day with horror spread upon their narrow features. Said they: "O, Mr. Lincoln, we have just discovered that Grant drinks whisky. We have come to ask you to put a Temperance General in control of the more important of his actions. He has the lives of our children and our friends in his hands. Save us from his liability to plunge us all in general blood!" Now this was after Vicksburg. Mr. Lincoln took an interest in this revelation that elated the petitioners. "You are quite sure he drinks whisky, are you?" "O, yes.
HE WAS DRUNK AT SHILOH."
"Well, will you not try hard to find out where he gets his whisky?" said Old Abe; "I want some of it for my other generals!"
This man Abraham Lincoln wanted to put down the Rebellion for the sake of both the North and the South. Anything that would contribute to that end was what he wanted in large quantities.
YOU ARE DRESSED
as you have always dressed—with easy-fitting business garments. Absolutely nothing on your person gives offense, either in newness or oldness. You enter the store to whose proprietor you intend to sell goods. If you know him and he is busy, you nod and avoid a talk. This is both difficult and unlucky. If he is at your service, you state that you have come to show him your samples. You do not hope he needs anything at the start. Of course, he needs nothing. That does not enter into the question. He will buy at the end. You now, if your samples are with you, pick out some medium bargains. Reserve your powerful arguments. Try to make him understand the true value of these goods. Nothing under the sun is so powerful as example. Now, to furnish examples, you must state who sells this particular line of goods. Mention the names with all the precision, volubility and confidence in the world. He may evince no interest, but it has moved him greatly to hear all those names! Now he begins to talk prices to you. The chances are that he is "drawing the long bow"—that is, that he is putting the prices at which he buys full low enough! Do not dispute him. Never argue with him. Accept all he says as gospel. Very soon he will be on the other tack. You will be talking, and you can judge whether he has told the truth or not. Now you are both on excellent terms. He thinks you are a very decent young fellow.
BRING ON YOUR "LEADERS."