olstered were the seats, how lustrous and satiny the finish.

Finally, one morning, one of the old man's horses cast a shoe and the
courteous young driver of the automobile, coming along, kindly offered to
take the colonel on downtown. The offer was accepted, the team sent to a
horseshoer's in care of the coachman, and the colonel and his new friend
drove off still slowly, still quietly, and yet, one by one, they passed
other carriages on the road. Finally a trolley car was overtaken and left
behind.

"See," said the young man modestly, "just the pressure of a finger on the
throttle."

"Oh, do you call that a throttle?" asked the railroader. The word was a
familiar one to him, and being distinctly of the mechanical type, he was
easily interested in machinery. For the remainder of the journey the young
man talked quietly, but interestingly of the mechanism of the car,
emphasizing the need of skill, steadiness of eye, steadiness of hand,
coolness of nerve necessary to drive it. The colonel was deeply interested
and, just as the young man deposited him at his destination, he said, "It
is possible your horses may not be ready to come for you this evening. If
so, I should be delighted to call for you as I go out your way at about
the same time you go." The colonel graciously accepted the invitation and
at four o'clock of that same afternoon he was again seated along-side the
driver of the car. After they had drawn out of the congested streets onto
the wide boulevard, the young man again deftly turned the conversation to
the mechanism of the car and the skill necessary for driving it. This was
too much for the colonel.

"Pshaw! I do not believe it takes so much skill. With what I know about
it, I believe I could drive the car."

After some hesitation, the young man finally permitted the railroad
official to take the wheel. At first the colonel drove somewhat clumsily,
but this only increased his determination, and within an hour he was
sending the car along at a good clip. When finally they drove up to the
colonel's country home, the young man scarcely needed to invite his
passenger to accompany him to the city on the following morning. Before
the end of the week, the old man had purchased a magnificent high-powered
car. So skilfully did the young man handle his campaign that his customer
did not learn he was an automobile salesman until just a few hours before
the deal was consummated.

HANDLING THE INDECISIVE

If