"Sure," said Lenz after the first glance. "Look at the expression.
Suspicious already, before anybody is there.
Get busy.
I'll stay here in reserve—and come afterwards, if you can't manage it.
Remember the tricks." "Right."
I went out.
The man looked at me out of cool, black eyes.
I introduced myself:
"Lohkamp."
"Blumenthal."
That was Gottfried's first trick—introduce yourself.
He said it created at once a more intimate atmosphere.
His second trick was to hold back to start with and let the customer talk, and then hoe in later when the moment had come.
"You have come about the Cadillac, Herr Blumenthal?" I asked.
Blumenthal nodded.
"There she is, over there," said I, and pointed.
"I see that," replied Blumenthal.
I gave him a quick glance.
Look out, thought I, a wily customer.
We walked across the yard.
I opened the door of the car and started the engine.
Then I kept quiet to give Blumenthal time to make his observations.
He would be sure to find something to criticize; then I would start in.
But Blumenthal did not examine; he did not criticize either.
Like me, he said nothing also and just stood there like a blockhead.
There was nothing for it, I should have to take out my knife and fork.
I began to describe the Cadillac, slowly and systematically, as a mother her child, trying at the same time to worm out of the fellow whether he knew anything at all.
If he were an expert then I must go more for the engine and the chassis; if he knew nothing, then for comfort and the knicknacks.
But as yet he betrayed nothing.
He let me talk until I felt like a balloon.
"What would you want the car for?
For the city or for travelling?" I asked at last, in the hope of contact that way. perhaps.
"For everything," explained Blumenthal.
"Aha.
And would you drive it yourself or with a chauffeur?"
"Depends."
Depends.
The man was no better than a parrot.
He belonged to an order of Trappists, evidently.
To liven him up I tried to get him to try something.
Usually that made customers more amenable.
I was afraid he would go to sleep on me otherwise.
"The hood for such a large body is remarkably light," said I. "You just try to close it.
You can do it with one hand."
But Blumenthal thought it was unnecessary.
He could see it.
I flung the doors shut with a bang and rattled the handles.
"Nothing worn.
As tight as the taxes.
Try them."