He takes the card and scribbles on it, “I want only five minutes of your time,” and hands it to the girl again.
She carries it away and presently returns saying that Mr. Green is busy and cannot see him.
“I knew he wouldn't,” she adds.
“He must be very busy,” the salesman says. “When shall I be most likely to find him free?”
“He's no busier now than usual,” the girl responds. “He's smoking a cigar and looking out the window.”
“Will you tell him, please, that I am coming back to-morrow at the same time?”
The girl sees that he is very much in earnest. She respects him for his quiet persistence and because he has not tried to “kid” her. She would most likely have joined in heartily if he had, but he would never have got past her.
She goes back into the office and returns with word that the salesman may come in if he will not take more than five minutes. He thanks the girl and goes into the office where the “hard customer” is seated. He does not rise, he does not say “Good morning,” and he does not take the cigar out of his mouth, but this does not disconcert the salesman. He wastes no time in preliminaries, but after a brief greeting, plunges at once into his proposition, stating the essential points clearly and in terms of this man's business. He knows what the customer needs pretty accurately for he has taken the trouble to find out. He is not broadcasting. He is using line radio, and everything he says is directed against a single mark. The prospect is interested. He puts the cigar aside. The salesman concludes.
“I'm sorry,” he says, “but my five minutes are up. Will you let me come back some day when you are not so busy and tell you more about it?”
“Sit where you are,” the other says, and begins firing questions.