Mr. R.—“Of course, I would appreciate them, all right, but there is no use of talking. I can’t even think of buying them now.”
Agent.—“Suppose, Mr. Rice, that in the face of all your excuses, I should give you a chance to get a set for virtually nothing, do you think I could interest you? That is a pretty strong question, but I mean it, every word. I am getting all the best people in town, and I was told to call on you.”
Mr. R. (growing attentive).—“Why, of course, if they didn’t cost anything I would take a set. But I will bet you are not traveling over the country for your health.”
Agent.—“I do not mean that I will absolutely give a set away, but almost so. Give me half a chance and I’ll make you an offer that will do your soul good.”
Mr. R.—“What is your proposition?”
Agent.—“I want to explain a little before I make my proposition. You see, this is a new edition of Banner’s, brought right up-to-date. The company advertised extensively and, figuring on doing a big business, got out seventy thousand sets. This late financial crash happened, and it came near knocking us clear out. It don’t pay to keep the stock on hand, and pay taxes and insurance, so we are going to try and force them out, quick and cheap. Now, I’ll tell you what we are going to do. The regular price of a set is seventy-two dollars, but we have cut that right in two, making it thirty-six. If you order you get the complete set at once, free of expressage, and only have to pay fifty cents a week on them until they are paid for, nothing in advance, and no interest. If that is not almost giving them away I don’t know what is.”
Mr. R.—“I’ll admit that is a fair proposition, but I don’t think I can accept it today.”
Agent.—“It is a good idea for a man to be conservative, but sometimes it is policy to deviate from the regular rule. If you will sift this offer down to a fine point, take every particle of it into consideration, and compare these books with other encyclopedias, you will acknowledge yourself that even if things are not just exactly as you would like to have them, it is worth while taking hold of anyway.”
Mr. R.—“Why do you claim that?”
Agent.—“For various reasons. In the first place, the total cost for so good an article don’t amount to a hill of beans. Even if you paid it all down at once you wouldn’t feel it, let alone paying for it in such little dribs. It is virtually nothing.”