Most men employ but a small part of their
complete tonal equipment, and are ignorant of the _full sales value_ of
the portion they use. The master salesman, however, practices the gamut
of his natural tones, and utilizes each to produce particular effects.
Thus he supplements his mere statements with _suggestive shades of
meaning_. The _way_ he says a thing has more effect than the words
themselves.
Conversely tone _faults_ may have a disastrous effect on one's chances
to succeed. For illustration, ideas of mind, of feeling, and of power
can be correctly expressed by the discriminative use of particular
_pitches_ of tone. But a wrong pitch, though the words employed might be
identical, would convey a directly opposite and false impression.
[Sidenote: Mental Pitch]
Suppose you are appealing only to the _mind_ of your prospective
employer--as when you quote figures to him--you should restrict your
tone temporarily to the mental pitch. You are just conveying facts now.
Therefore the "matter-of-fact" tone best suits the ideas expressed.
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