_Lower_ it to the pitch of true
friendliness, of comradeship, of human brotherhood. Aim at _his_ breast
with _your_ breast tone. Do not fawn or plead, however, when selling
ideas of yourself. You can persuade best by suggesting that you have
brought all your manhood to render the other man a real service. This
suggestion will induce a feeling of _respect_ for you, which will
certainly be followed by willingness of the prospect to let you show him
you are able "to deliver the goods."
[Sidenote: Danger of Over-using Head Tone]
Some people suggest by the over-use of head tones that they depend
altogether on what they _know_ to achieve success. They make the
impression that they expect their high degree of _mentality_ to open
chances for them to succeed. "They know they know" their business; so
when they secure opportunities to demonstrate their capabilities, they
emphasize too much what they _know_. They are apt to use the mental tone
continually. Perhaps the prospective employer needs a man of exactly
such knowledge as is possessed by the candidate he is interviewing.
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