advantage if he does not know
which way to go, and you very decidedly know which way you want him to go.

THE VALUE OF COURAGE

We have seen more sales skillfully brought up to the point of desire and
then lost through the indecision, the wavering, the fear, or the
hesitation of the salesman than for any other one cause. Of all of the
qualities and characteristics which contribute to success in the
persuasion of others, there is, perhaps, none more powerful than that
courage which gives calmness, surety of touch, decisiveness, and
unwavering, unhesitating action.

Some years ago we saw a huge mob surround a building in which a political
speaker was trying to talk upon an unpopular subject. The longer the mob
remained waiting for their victim to come out, the more violent and the
more abusive it became. There was an angry hum, sounding above the
occasional cries and shouts, which betokened trouble. Presently a large
man scrambled upon the pedestal of a statue in front of the building and
began to harangue the crowd. He argued with them, he pleaded with them, he
threatened them, he tried to cajole them. But through it all he could
scarcely make himself heard and the mob remained solidly packed about the
door. Then the police were brought and attempted to force a passageway for
the escape of the speaker, whose address inside the building was nearing a
close. But the police were powerless and some of them were badly hurt.

Then a quiet little man came down the steps of the building. He was
dressed in ordinary clothing and was unarmed. His open hands hung idly at
his side. He stood near the bottom step, where he could just look over the
heads of the crowd. He stood perfectly still, perfectly calm, and yet with
a look of such iron resolution on his countenance as we have seldom seen.
Those next him grew strangely quiet. Then the semi-circle of silence
spread until the entire mob stood as if holding its breath waiting to see
what this man would do.

"Make a passageway there," he said in a matter-of-fact tone of voice;
"there is a carriage coming through."

Instantly the crowd parted, a carriage was driven up to the steps, the
speaker came down and entered it, and it was driven rapidly away, followed
only by a few hisses and cat-calls.

When all is said and done, that is the spirit which secures the decision
and action of others.

CHAPTER V

EFFICIENT AND SATISFACTORY SERVICE

Marshall Nyall was an excelle