his chapter belongs to the
indecisive class. They are like those of whom we sing in the old hymn:

"But timorous mortals start and shrink
To cross that narrow sea
And linger, shivering, on the brink
And fear to launch away."

We have often watched boys in swimming. In every crowd there are always a
few of these timorous mortals who "shiver on the brink and fear to launch
away." As a general rule, some of their companions usually come up behind
them and give them a strong push, after which they are pleased and happy
enough in the water. We have seen boys who seemed to be waiting for
someone to push them in. No doubt they were. Certain it is that grown up
men and women who suffer in an agony of indecision usually like to have
someone take the matter out of their hands.

In the case of the gentleman to whom we have referred in the opening of
this chapter, the real estate agent one day walked into his office, laid a
contract down on the desk in front of him, and said, very impressively:
"This thing has got to be settled up to-day. Just sign your name right
there." And, with a feeling of intense relief and satisfaction, our friend
did sign his name "right there." To the best of our knowledge and belief,
he has been glad of it ever since.

HOW ONE SALESMAN OVERCAME INDECISION

We once knew a salesman of the positive, domineering type. He was selling
an educational work. Now, education is a thing everyone needs but few will
take the trouble and find the money to purchase unless they are very
strongly persuaded. Men who would readily spend fifty or seventy-five
dollars for a night's carousal will hesitate, and find objections, and
back and fill for weeks, or even for months, before they spend thirty or
forty dollars on a bit of education which they well know they ought to
have. Our friend, therefore, was met over and over again with the
temporizing excuse: "Well, I will have to think this matter over. I cannot
decide it to-day, but you come in and see me again." Almost without
exception, this excuse means that the man who makes it knows, deep down in
his heart, that he ought to make his decision--that he will profit by it
in many ways. He fully intends to make his decision some time, or else he
would not ask the salesman to come back and see him again. But he is a
little weak-kneed. He lacks something in decisiveness. Our friend treated
practically all of these indecisive prospects of his in the same way.

"I am sorr