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.

A great public-utility corporation with thousands of branch offices throughout the United States had as its purchasing agent for many years an old gorgon.  He was “a holy terror” to new salesmen, but became a staunch customer when once his confidence was deservedly gained.  And every employee in the office of this tartar loved him for his true kindness of heart.

[Sidenote:  Don’t Flinch Or Retreat]

You may have occasion to call on such an eccentric big man.  If you are rebuffed fiercely, don’t let it “get your goat.”  He can have no possible reason for disliking you personally, especially before he comprehends your purpose in coming to him.  So disregard his ferocious pose.  Though he may treat you as an unwelcome intruder, proceed calmly to the statement of your business.  You know that your intention to render him a true service justifies you in taking his time.  Therefore his assumed fierce manner should be powerless to disconcert you.

Do not retreat from a chosen prospective employer; do not even flinch from him, however ill-tempered and repellant he may appear.  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.