SELLINGLUMBER 145 



analyze, because he hasn't brains enough. So what are you go- 

 ing to do? Well, you make a proposition, and he will say: "I 

 know that is not so." You come back and say: "I know it is 

 so." Meet his one statement with another. Those fellows you 

 have to knock down before you can pick them up. And they love 

 that thing. They think you are a man of their own type, a man 

 of strong will, and they love the thing. If you come in in a gen- 

 tlemanly way they think you are a sissy and they won't take 

 any stock in you. You can't reach them through their sensibili- 

 ties, and you can't reason with them, so you simply have to take 

 them by the neck and simply domineer over them, assertion for 

 assertion and strength for strength. 



F. O. Bailey called on a firm in New York. He called two 

 years in succession. The first time hq sent in his card and Mr. 

 Jamison sent out and returned Bailey's card by a negro servant, 

 and said : "We are too busy to see you today." Bailey believed 

 that the first year and so he didn't push himself in. The second 

 year that same thing happened; after waiting thirty minutes that 

 was the word that was sent out by the proprietor. Now Bailey 

 began to reason what kind of a type sat in that office. He said: 

 "No gentleman would treat a representative of the firm I rep- 

 resent like that me coming here two years and having me sit 

 here half an hour, and wasting my time; no gentleman would 

 treat another gentleman like that; so/' he said, "he is not the 

 heart man. He is not the reasoning chap, either. That fellow ~ .. p 

 does not reason much or he would reason that he ought to see the the Way 

 products of the firm I represent, even if only to look at them." Ycar >TW 

 So Bailey decided to treat him like he would treat the will type. 

 So here is what happened. Bailey sent in his card again, and 

 at the lower left-hand corner was the word "Important." The 

 man took it in but came back and said: "Mr. Jamison is too 

 busy to see you." Then he threw away his card and wrote : "Less 

 than a minute by the watch. Ten dollars a second if I stay long- 

 er." The negro was afraid to go in again, but Bailey greased 

 the way with half a dollar, and so he slipped in, ^and came out 

 and said: "All right, Mr. Bailey, you can see Mr. Jamison." 

 Imagine Jamison seated at his desk. Bailey kept his hat on, 

 opened up his coat and walked in like that (illustrating). Jami- 

 son said: "Well, what do you want?" Bailey said didn't say 

 "Mr. Jamison" "Well," he says, "Jamison I just wanted to see 

 you. I have been here two years. You know what our firm 



