Greener Than You Think by Ward Moore (best books to read for beginners txt) 📖

meals "—this pump is full of the Metamorphizer, enough to inoculate a hundred and fifty acres when added in proper proportion to the irrigating water. I have a table worked out to show you about that. The tank holds five gallons; get $50 a gallon—a dollar and a half an acre and keep ten percent for yourself. Be sure to return the pump every night."

I had to say for her that when she got down to business she didnt waste any words. Perhaps this contrasting directness so startled me I was roped in before I could refuse. On the other hand, of course, I would be helping out someone who needed my assistance badly, since she couldnt, with all the obvious[7] factors against her, be having a very easy time. Sometimes it is advisable to temper business judgment with kindness.

Her first offer was ridiculous in its assumption that a salesman's talent, skill and effort were worth only a miserable ten percent, as though I were a literary agent with something a cinch to sell. I began to feel more at home as we ironed out the details and I brought the knowledge acquired with much hard work and painful experience into the bargaining. Fifty percent I wanted and fifty percent I finally got by demanding seventyfive. She became as interested in the contest as she had been before in benefits to humanity and I perceived a keen mind under all her eccentricity.

I can't truthfully say I got to like her, but I reconciled myself and eventually was on my way with the pump—a trifling weight to Miss Francis, judging by the way she handled it, but uncomfortably heavy to me—strapped to my back and ten feet of recalcitrant hose coiled round my shoulder. She turned her imperious eyes on me again and repeated for the fourth or fifth time the instructions for applying, as though I were less intelligent than she. I went out through the barren livingroom and took a backward glance at the scaling stucco walls of the apartmenthouse, shaking my head. It was a queer place for Albert Weener, the crackerjack salesman who had once led his team in a national contest to put over a threepiece aluminum deal, to be working out of. And for a woman. And for such a woman....

2. Everything is for the best, is my philosophy and Make your cross your crutch is a good thought to hold; so I reminded myself that it takes fewer muscles to smile than to frown and no one sees the bright side of things if he wears dark glasses. Since it takes all kinds to make a world and Josephine Spencer Francis was one of those kinds, wasnt it only reasonable to suppose there were other kinds who would buy the stuff she'd invented? The only way to sell something is first to sell yourself and I piously went over the virtues of the Metamorphizer in my mind. What if by its very nature there[8] could be no repeat business? I wasnt tying myself to it for life.

All that remained was to find myself a customer. I tried to recall the location of the nearest rural territory. San Fernando valley, probably—a long, tiresome trip. And expensive, unless I wished to demean myself by thumbing rides—a difficult thing to do, burdened as I was by the pump. If she hadnt balked unreasonably about putting the stuff on lawns, I'd have prospects right at hand.

I was suddenly lawnconscious. There was probably not a Los Angeles street I hadnt covered at some time—magazines, vacuums, old gold, nearnylons—and I must have been aware of green spaces before most of the houses, but now for the first time I saw lawns. Neat, sharply confined, smoothshaven lawns. Sagging, slipping, eager-to-keep-up-appearances but fighting-a-losing-game lawns. Ragged, weedy, dissolute lawns. Halfbare, repulsively crippled, hummocky lawns. Bright lawns, insistent on former respectability and trimness; yellow and gray lawns, touched with the craziness of age, quite beyond all interest in looks, content to doze easily in the sun. If Miss Francis' mixture was on the upandup and she hadnt introduced a perfectly unreasonable condition—why, I couldnt miss.

On the other hand, I thought suddenly, I'm the salesman, not she. It was up to me as a practical man to determine where and how I could sell to the best advantage. With sudden resolution I walked over a twinkling greensward and rang the bell.

"Good afternoon, madam. I can see from your garden youre a lady who's interested in keeping it lovely."

"Not my garden and Mrs Smith's not home." The door shut. Not gently.

The next house had no lawn at all, but was fronted with a rank growth of ivy. I felt no one had a right to plant ivy when I was selling something effective only on the family Gramineae. I tramped over the ivy hard and rang the doorbell on the other side.

"Good afternoon, madam. I can see from the appearance of your lawn youre a lady who really cares for her garden. I'm introducing to a restricted group—just one or two in each[9] neighborhood—a new preparation, an astounding discovery by a renowned scientist which will make your grass twice as green and many times as vigorous upon one application, without the aid of anything else, natural or artificial."

"My gardener takes care of all that."

"But, madam—"

"There is a city ordinance against unlicensed solicitors. Have you a license, young man?"

After the fifth refusal I began to think less unkindly of Miss Francis' idea of selling the stuff to farmers and to wonder what was wrong with my technique. After some understandable hesitation—for I don't make a practice of being odd or conspicuous—I sat down on the curb to think. Besides, the pump was getting wearisomely heavy. I couldnt decide exactly what was unsatisfactory in my routine. The stuff had neither been used nor advertised, so there could be no prejudice against it; no one had yet allowed me to get so far as quoting price, so it wasnt too expensive.

The process of elimination brought me to the absurd conclusion that the fault must lie in me. Not in my appearance, I reasoned, for I was a personable young man, a little over thirty at the time, with no obvious defects a few visits to the dentist wouldnt have removed. Of course I do have an unfortunate skin condition, but such a thing's an act of God, as the lawyers say, and people must take me as I am.

No, it wasnt my appearance ... or was it? That monstrously outsized pump! Who wanted to listen to a salestalk from a man apparently prepared for an immediate gasattack? There is little use in pressing your trousers between two boards under the mattress if you discount such neatness with the accouterment of an invading Martian. I uncoiled the hose from my shoulder and eased the incubus from my back. Leaving them visible from the corner of my eye, I crossed the most miserable lawn yet encountered.

It was composed of what I since learned is Bermuda, a plant most Southern Californians call—with many profane prefixes—devilgrass. It was yellow, the dirty, grayish yellow of moldy[10] straw; and bald, scuffed spots immodestly exposed the cracked, parched earth beneath. Over the walk, interwoven stolons had been felted down into a ragged mat, repellent alike to foot and eye. Perversely, onto what had once been flowerbeds, the runners crept erect, bristling spines showing faintly green on top—the only live color in the miserable expanse. Where the grass had gone to seed there were patches of muddy purple, patches which enhanced rather than relieved the diseased color of the whole and emphasized the dying air of the yard. It was a neglected, unvalued thing; an odious appendage, a mistake never rectified.

"Madam," I began, "your lawn is deplorable." There was no use giving her the line about I-can-see-you-are-a-lady-who-cares-for-lovely-things. Anyway, now the pump was off my back I felt reckless. I threw the whole book of salesmanship away. "It's the most neglected lawn in the neighborhood. It is, madam, I'm sorry to say, no less than a disgrace."

She was a woman beyond the age of childbearing, her dress revealing the outlines of her corset, and she looked at me coldly through rimless glassing biting the bridge of her inadequate nose. "So what?" she asked.

"Madam," I said, "for ten dollars I can make this the finest lawn in the block, the pride of your family and the envy of your neighbors."

"I can do better things with ten dollars than spend it on a bunch of dead grass."

Gratefully I knew I had her then and was glad I hadnt weakly given in to an impulse to carry out the crackpot's original instructions. When they start to argue, my motto is, theyre sold. I took a good breath and wound up for the clincher.

I won't say she was an easy sale, but afterall I'm a psychologist; I found all her weak points and touched them expertly. Even so, she made me cut my price in half, leaving me only twofifty according to my agreement with Miss Francis, but it was an icebreaker.

I got the pump and hose, collecting at the same time an audience of brats who assisted me by shouting, "What ya goin a[11] do, mister?" "What's at thing for, mister?" "You goin a water Mrs Dinkman's frontyard, mister?" "Do your teeth awwis look so funny, mister? My grampa takes his teeth out at night and puts'm in a glass of water. Do you take out your teeth at night, mister?" "You goin a put that stuff on our garden too, mister?" "Hay, Shirley—come on over and see the funnylooking man who's fixing up Dinkman's yard."

They were untiring, shrilling their questions, exclamations and comments, completely driving from my mind the details of the actual application of the Metamorphizer. Anyway, Miss Francis had been concerned with putting it in the irrigation water—which didnt apply in this case. I thought a moment. A gallon was enough for thirty acres; half a pint should suffice for this—more than suffice. Irrigation water, nonsense—I'd squirt it on and tell the woman to hose it down afterward—that'd be the same as putting it in the water, wouldnt it?

To come to this practical conclusion under the brunt of the children's assault was a remarkable feat. As I dribbled the stuff over the sorry devilgrass they kicked the pump—and my shins—mimicking my actions, tripping me as they skipped under my legs, getting wet with the Metamorphizer—I hoped with mutually deleterious effect—and generally making me more than ever thankful for my bachelor condition.

Twofifty, I thought, angrily squirting a fine mist at a particularly dreary spot—and it isnt even selling. Manual labor. Working with my hands. I might as well be a gardener. College training. Wide experience. Alert and aggressive. In order to dribble stuff smelling sickeningly of carnations on a wasted yard. I coiled up my hose disgustedly and collected a reluctant five dollars.

"It don't look any different," commented Mrs Dinkman dubiously.

"Madam, Professor Francis' remarkable discovery works miracles, but not in the twinkling of an eye. In a week youll see for yourself, provided of course you wet it down properly."

"In a week youll be far gone with my five dollars," diagnosed Mrs Dinkman.[12]

While this might be superficially true, it was an unfair and unkind thing to say, and it wounded me. I reached into my pocket and drew out an old card—one printed before I'd had an irreconcilable difference with the firm employing me at the time.

"I can always be reached at this address, Mrs Dinkman," I said, "should you have any cause for dissatisfaction—which I'm sure is quite impossible. Besides, I shall be daily in this district demonstrating the value of Dr Francis' Lawn Tonic."

That was certainly true; unless I made a better connection. Degrading manual labor or not, I intended to sell as many local people as possible on the strength of having found a weak spot in the wall of salesresistance before the effects of the Metamorphizer became apparent. For, in strict confidence, and despite its being an undesirable negative attitude, I was a little dubious that those effects—or lack of them—would stimulate further sales.

3. My alarmclock, as it did every morning, Sundays included, rang at sixthirty, for I am a man of habit. I turned it off, remembering instantly I had given Miss Francis neither her pump nor her share of the sale. Of course it was more convenient and timesaving to bring them both together and I was sure she didnt expect me to follow instructions to the letter, like an officeboy, any more in these matters than she had in her restriction to agricultural use.

Still, it was remiss of me. The fact is, I had spent her money as well as my own—not on dissipation, I hasten to say, but on dinner and an installment of my roomrent. This was embarrassing, but I looked upon it merely as an advance—quite as if I'd had the customary drawingaccount—to