You
cannot possibly lose so much by standing your ground as you would
forfeit by running away from this chance to demonstrate your
salesmanship. Countless thousands of men have failed because at the
first sign of antagonism they surrendered even more than they might have
lost if they had been utterly beaten after the hardest kind of a fight
for victory. _They gave up without a struggle, not only all their
chances for success, but their self-respect as well._
Suppose the man you have selected as your future employer does snap at
you viciously when you call on him; his ferocity signifies no more than
that you must approach and handle him carefully. Your prospecting and
your size-up should have convinced you that he is not in fact the crab
he tries to appear. Real, thorough cranks are so rare they can be
considered as non-existent. It is safe to conclude that any man who acts
as if he were sore all the way through all the time is just _acting_.
Ignore the irrascibility of the "Everett Trues" you meet.
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