d "Eureka!", whipped out a bottle of the Priceless
Boon, and forced a spoonful of it into Johnny's mouth. Then he gave the
boy three slaps on the back and three taps on the stomach, ran one hand
along his windpipe, and took a small button-hook out of his mouth with
the other.

Johnny made all his previous attempts at yelling sound like an imitation
when he saw this, and he broke away and ran toward home. Then the Doctor
stuck one hand in over the top of his vest, waved the button-hook in
the other, and cried: "Woman, your child is cured! Your button-hook is
found!"

Then he went on to explain that when baby swallowed safety-pins, or
pennies, or fish-bones, or button-hooks, or any little household
articles, that all you had to do was to give it a spoonful of the
Priceless Boon, tap it gently fore and aft, hold your hand under its
mouth, and the little article would drop out like chocolate from a slot
machine.

Every one was talking at once, now, and nobody had any time for Mrs.
Brown, who was trying to say something. Finally she got mad and followed
Johnny home. Half an hour later the Doctor drove out of the Corners,
leaving his stock of the Priceless Boon distributed--for the usual
consideration--among all the mothers in town.

It was not until the next day that Mrs. Brown got a chance to explain
that while the Boon might be all that the Doctor claimed for it, no one
in her house had ever owned a button-hook, because her old man wore
jack-boots and she wore congress shoes, and little Johnny wore just
plain feet.

I simply mention the Doctor in passing, not as an example in morals, but
in methods. Some salesmen think that selling is like eating--to satisfy
an existing appetite; but a good salesman is like a good cook--he can
create an appetite when the buyer isn't hungry.

I don't care how good old methods are, new ones are better, even if
they're only just as good. That's not so Irish as it sounds. Doing the
same thing in the same way year after year is like eating a quail a day
for thirty days. Along toward the middle of the month a fellow begins to
long for a broiled crow or a slice of cold dog.

Your affectionate father,
JOHN GRAHAM.

+----------------------------+
| No. 13 |
+----------------------------+
| From John Gr