"
"I don't know but you are right," said his customer, whom the
suggestion impressed favorably. "As you say, it's only a dollar
and a half, and it'll give me a good stock."
"Let me pick them out for you," said Paul, briskly, "unless
there's something you see yourself."
"I like that one."
"All right. What shall be the next?"
Finally, the young man selected the entire half-dozen, and
deposited a dollar and a half in Paul's hands.
"Come and see me again," said Paul, "and if you have any friends
coming to the city, send them to me."
"I will," said the other.
"Tell them it's the first stand south of the Astor House. Then
they won't miss it."
"That's a good beginning," said Paul to himself, with
satisfaction. "Half a day's average sales already, and I've only
been here fifteen minutes. Let me see, what will my profits be
on that? Three shillings, I declare. That isn't bad, now!"
Paul had reason to be satisfied with himself. If he had not
spoken, the young man would very probably have gone on without
purchasing at all, or, at any rate, remained content with a
single necktie. Paul's manner and timely word had increased his
purchase sixfold. That is generally the difference between a
poor salesman and one of the first class.
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