"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 there are positive natures which must be permitted to feel that the decision is all their own, there are weak, indecisive natures, also, who are rather grateful than otherwise for having important decisions taken off of their hands. For such people, a direct, positive suggestion is perhaps the most powerful and effective means of securing decision and action. One of the favorite methods of dealing with them is to press a fountain pen into their fingers with the definitely worded command, "Sign your name right here, please."