Be Ready. Always
When I was eleven, our school band needed new equipment—and that meant selling candy bars door-to-door. In a neighborhood like mine, I knew everyone, and everyone knew me, so it wasn’t hard. But I saved Mr. Hermes house for last. Mr. Hermes was a neighbor several homes down from my own. He had a meticulous lawn and manicured shrubs, and he wore what seemed to be permanent scowl. I knocked. The door opened slowly. Mr. Hermes looked down at me with the same authoritarian expression he probably used at his job as the principal of the nearby penitentiary. “Yes?” he said, in a tone that suggested he didn’t have time for nonsense. With a pit in my stomach, and I managed to squeak, “I have candy bars for sale.” “That’s not how you sell,” he replied. “And that’s not how you run a business.” He went on to explain that if I wanted someone to spend $1.00 on an overpriced candy bar, I needed a better sales pitch. As I turned to leave, cheeks burning, he added, “And e...