Miss Sherwood introduced Larry to him as Mr.Brandon, her cousin, and then left the two men together.
Larry appraised Mr.Graham as a shrewd man who knew his business and who would like to score a triumph in his own particular field.

He decided that the dealer had to be handled with a great deal of frankness, and with some stiff bluffing which must appear equally frank.

The secret of Larry's earlier success had been to establish confidence and even enthusiasm in something which had little or no value.

In selling an honest thing at an honest price, the first and fundamental procedure was the same, to establish confidence and, if possible, enthusiasm.
From the moment of introduction Larry quietly assumed the manner of an art collector who was very sure of himself; which manner was abetted by the setting of the Sherwood library.

He felt something of the old zest when wits had been matched against wits, even though this was to be a strictly honorable enterprise.
"You know the work of Mr.Jerome Hunt ?" he asked.
"I have handled practically all his work since he began to sell," replied Mr.Graham.
"I was referring to work in his recent manner." "He has not been doing any work recently," corrected Mr.Graham.
"No ?" Larry picked up the Italian mother which for this occasion he had mounted with thumb-tacks upon a drawing-board, and stood it upon a chair in the most advantageous light.