hat's cheap. Let me look at them."

"Here's one that will suit your complexion," said Paul.

"Yes, that's a pretty one. I think I'll take it."

"You have to pay twice as much in the shops," continued Paul, as he
rolled it up. "You see, we have no rent to pay, and so we can sell
cheap. You'll save money by always buying your neckties here."

"The only objection to that is that I don't live in the city. I am here
only for a day. I live about fifty miles in the country."

"Then I'll tell you what you'd better do," said Paul. "Lay in half a
dozen, while you are about it. It'll only be a dollar and a half, and
you'll save as much as that by doing it."

"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.
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 eloqu