It indicates nothing more than
that he is wary of any one who calls on him with an unknown purpose.
His object in being cold or brusque is to get rid of people who might
annoy him or waste his time. He would not assume his repelling pose if
he knew _you_ had come with a purpose of _true service_, after full
preparation of yourself and your selling plans to interest him. Though
he does not realize it yet, you will neither pester him nor fritter away
his precious minutes.
[Sidenote: Melting Ice And Smoothing Roughness]
Therefore if your size-up convinces you that the cold, brusque manner
is only _assumed_, you need not deal with it as if it were
_characteristic_. It indicates no more than the habit of wariness. You
should proceed confidently with your selling process, undeterred by the
bearing of your prospect. Do not attempt to mollify his assumed
harshness. It will take but a few moments for you to _sell him the idea
that you have brought him something he really needs_. When he first
glimpses your service purpose, his icy pose will begin to melt and his
rough tones will be smoothed.
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