We’ve all heard the saying, “You can’t judge a book by its cover.” I learned this the hard way. I was in the automobile business for a short time. Selling cars is a highly competitive business, but I was sure I’d succeed because I felt I could spot a hot prospect. If a well dressed man walked into the showroom, I was right there to give him service. On the other hand, I was inclined to pass up some shabbily dressed chap as simply a tire-kicker who had come in to dream a while. Such a fellow walked into the dealership one day. He had on dirty overalls, his hands were grease-soiled and his hair needed cutting. Under his arm he carried his lunch pail and in the other hand he had a case which obviously contained a bowling ball. “You talk to him, Gord,” I said to one of my fellow workers. I started in the direction of a bright looking lad in an Ivy League suit with a briefcase under his arm. When I had determined that this customer was simply waiting for his bus, I turned around to see the other salesman writing up an order. To my complete astonishment, four of the car-jockeys were rolling out a brand new Lincoln from the showroom. That’s right. It was for the man with the lunch pail. Furthermore it was what they call a “clean deal”. No trade and it was cash on the barrelhead. When the Lincoln deal had been sewn up the man with the overalls bought a light delivery truck, again with no trade, and again cash. Believe me, from that day until this I have never judged a man by what he appears to be. It cost me some pretty sweet commissions, but I did learn the truth of the old adage, “You can’t judge a book by its cover.”
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