You ought to have some little line that you are selling for less than it
is worth. Give him the solemn privilege of getting some of it. He
wavers, he is lost. This is the entering wedge. If he is sharp enough to
buy only "leaders," he is too sharp for you, and for your house. Ten
chances to one he would never pay anyway. You must have picked out a
poor man to start on. But if you have an ordinary gentlemanly man of
business, he will take some goods of you. Canvass him for everything. Do
not neglect your work now it has come. He is wavering everywhere. He is
contradicting by his acts nearly every assertion he made behind his
entrenchments. Never mind that. Do not leave him until there is "no
more buy in him." Now, after you have all the items--and