Since it fits what you are saying, the way you speak impresses the other
man with the suggestion that _your tone and words are consistent_.
Therefore his mind has no inclination to resist the mental pitch on this
occasion. He admits your figures to his conscious belief more readily
than he would credit them if spoken in an emotive or power tone. Such
tone pitches would strike him as out of place in a mere statement of
fact.
[Sidenote: Tone Faults]
If your prospective employer asks how old you are, and how many years of
experience you have had, and you reply in a tone vibrant with emotion or
in a deep tone of sternness, the wrong pitch certainly will make a bad
impression on him. By employing an inconsistent pitch when stating
facts, you might "queer" your chances for the position you most desire.
The tone fault in your salesmanship would lie about your real character.
The man addressed would think you were foolish to use such a pitch in
merely imparting a bit of _information_ to his mind.
Pages:
132
133
134
135
136
137
138
139
140
141
142
143
144
145
146
147
148
149
150
151
152
153
154
155
156