You need first to recognize the
exact _differences_ of significance among the various tones and
movements at your command. Then your self-training in suggestive
expression should be concentrated on the _particular ways_ of speaking
and acting that will best demonstrate your qualifications for success.
Of course it is equally important to _eliminate all tones and movements
that might suggest unfavorable ideas_ about you. To make sure of your
success, be certain that everything you do and say tells "the truth, the
whole truth, and nothing but the truth" about your capabilities. It is
necessary to make sure no word, tone, or movement carries the least
suggestion that might possibly leave a false impression of the real You.
Let us make a brief analysis now of words, tones, and acts--_the three
means of suggestive expression which are the natural equipment of every
man for conveying his ideas to the minds of others_. You cannot employ
the discriminative-restrictive method to develop your selling skill
unless you know very definitely just _what_ your different tools of
expression are, and the almost infinite variety of _uses_ to which they
can be put.
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