Theodore Seixas Solomons

“ But in Waring's veins coursed blood of no strains but the indomitable. The instincts that make for the open, where no boldness of brain, no keenness of eye, no strength of arm, but one's own wrests from the earth the wherewithal of happiness and content, were Waring's. A scion of frontiersmen, he looked to no man for help and shrank from no man in fear. ”

“ You make everything look as pretty as you can. You don't make things really pretty. The artist, designer, or manufacturer does that. The salesman merely creates a belief that things are attractive. And the less attractive they really are, the greater the triumph of salesmanship. I'm accounted a good salesman, as perhaps you know.” Ticely bit his lip thoughtfully: “I'm beginning to believe I'm too good a salesman!”
“You certainly have been in this case, Fred Ticely, or I miss my guess,” replied Waring soberly. ”

“ But, still, beyond even that, there must have been something that gave them the key to those things—something in the way you acted!”
“Look here, Bruce,” said Ticely, very deliberately, “I'll be frank with you—franker than I have ever been. You are innocent in business. You're too—well, you're too matter of fact. Don't you know yet what business is? Any kind of business, from shoeing horses to organizing a trust? It's exactly and precisely the same. You put your best foot foremost. You try in every way you can, without, of course, doing anything actually wrong, to put your proposition over. ”