You can do more to sell
yourself by the way you walk into a man's office than you could
accomplish by bringing him the finest letters of introduction or by
"giving him the smoothest line of talk about yourself." He is able to
read the principal characteristics of the real You in your poise and
movements and in the manner of your speech. _He will believe absolutely
any characteristic he himself finds in you_. _What_ you say to him may
have little real influence on his judgment of you. But be sure that he
will note _how_ you speak; and will make up his mind about you from your
tones and actions, rather than from your words. He will think the ideas
you suggest to him are _his own original discoveries_.
[Sidenote: Suggestion By Tones And Acts]
Evidently, before you attempt to achieve success, it is very important
that you study the _art of suggestion_ by tones and actions. When you
know the principles, you should practice this art until you make
yourself a master of skillful suggestion.
Pages:
125
126
127
128
129
130
131
132
133
134
135
136
137
138
139
140
141
142
143
144
145
146
147
148
149