He would expect you
to employ for _that_ purpose simply a _head_ tone, not a chest tone nor
an abdominal tone. The head tone, when used to convey matters of _fact_,
aids in convincing the _mind_ of the other man because _it is the pitch
that fits bare facts_--the tone of pure mentality.
[Sidenote: When Mental Tone Should Be Used]
This mental, or head tone, is most effective in gaining _attention_, in
conveying _information_, in arousing the _perceptive faculties_ of
another mind. _Restrict its use to these purposes only._ The mental tone
is not pleasing to the ear. It is pitched high. It suggests arguments
and disputes. It is the provocative tone of quarrels. So it should be
employed most carefully, with every precaution against giving offense by
its _insistence_.
Avoid its use for long at a time. Its very monotony is apt to irritate.
The high pitch suggests a mental challenge to the mind of the other man,
and hence arouses his mental tendency to opposition. The unskillful
_over-use_ of head tones may ruin a salesman's best opportunity to gain
a coveted object.
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