The first was by applying the law of association. It was a simple thing to do, and yet it astonished me to find that, while we all knew about it, we had not been applying that law. For instance, only that morning Mrs. Wetherall had come in for a clothes line. Jones had got the line for her and had said, "Nothing else?" and she had said, "No, thank you," and walked out. Martin asked Jones if he would allow him to make a suggestion relative to that sale. Jones was a pretty good scout, and he said he didn't mind. "I don't think," said Martin, "we ever ought to say 'nothing else'? Because the natural thing for the customer to say is 'no.'" "By Jove, you're right. I should have said, 'Anything else,' shouldn't I?" "That I think would be better," continued Martin, "but even that puts up to the customer the burden of thinking if there is anything else wanted. It would be better to suggest some articles. That is, of course, applying the law of association." "I see," said Jones thoughtfully, "I should have suggested she buy clothes pins before I let her go." "Yes, and other things." "Well," said Jones, "I don't see anything else I could have suggested to her, except that electrical washing machine we have got in, but it's sixty-five dollars, and people won't pay that price for it." Larsen snapped him up at that very quickly, saying, "Do you think, Jones, that you know more about washing machines than the people do who make them? Do you think those people would be such fools as to set a price that people wouldn't pay for them? We've only had it in a couple of weeks. No wonder we can't sell it, if we don't _think_ we can. Wetherall's quite a well-to-do young fellow, and he could afford to buy that for his wife if she wanted it, especially as she can buy it on the easy payment plan." I had bought this washing machine on the understanding that I could sell it at the rate of ten dollars down and five dollars a month, and pay them at the same rate for it. Then Jones said, "Huh, I suppose I didn't do a blame thing right in that sale. Well, I guess you can't kick at my sending the parcel home for her. That little booklet we got out said we were 'long' on service." "I guess you're all right there," I said, smiling. "What do you say, Martin?" "Why, yes, of course," responded Martin. "It is fine to give service." Then, as if it were an afterthought, he added, "I wonder if it would have made any difference if instead of saying 'Shall we send it?' you had said, 'Will you take it with you?' Most people act on the suggestion that is given. That is why, when we suggest to people to buy goods that are associated with what they ask for, we put the thought of buying those associated articles into their minds." "And," broke in Jimmie impetuously, "they fall for it. I got yer!"