"
"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.
Anybody can sell to those who are anxious to buy; but it takes a smart
man to persuade a customer that he wants what otherwise he would go
without. The difference in success is generally appreciated by dealers,
and a superior salesman is generally paid a handsome salary.
"I don't believe George Barry would have sold that man so many ties,"
thought Paul. "I hope I shall have as good luck next time."
But this, of course, was not to be expected. It is not every customer
who can be persuaded to buy half-a-dozen ties, even by the most eloquent
salesman. However, in the course of an hour more, Paul had sold three
more to single customers.
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