“I often wonder if any one ever fools a man equal to the way he fools himself. I always laugh over a customer of mine in Cincinnati who always insists he must have 'a leetle adwantage.' The boys on the road like Old Pap and laugh over his 'leetle adwantage.' He says: 'I must haf a leetle adwantage ofer New York and Philadelphy. They ton't pay no freight. They get their goods at their door; I must haf a leetle adwantage to cover the freight.' The old man has this so firmly fixed in his head that we have to humor him by giving him 'a leetle adwantage.'”
“Some men think that in giving an order all they need to do is to state their own terms and time, and every one will dance to their tune. A concern in the Northwest that failed (and they ought to), used to write their orders on a blank that was headed:
All prices guaranteed. Privilege of increasing,
decreasing, or countermanding
No charge for boxing or drayage.
“How was that for smartness?”
“You say they failed?”
“They did.”
“They ought to have got rich!”
“Yes, they are a fair type of the average buyer; it's cut here, screw down there, pare over yonder. No matter what your price may be, it's always, 'What are you going to do for me?' as if he must have a special cut. I showed Hibbard & Spencer's buyer a new tool the other day, and gave him my price. `What's the best you can do?' I told him that was the best I could do. 'But what is your price to Hibbard & Spencer?' As though every salesman must have laid away in a snug corner, a special price for that important firm! `I have given you my price; it is the best I can do with anyone.' They are not willing anyone shall make a cent but themselves; they want the whole apple, and are not willing to give the manufacturer the core.”