With the power pitch you can _command_ in a simple request
which, spoken in a higher tone, might be refused because it would lack
the suggestion of force. In order to succeed, you sometimes must employ
power. When a situation requires a demonstration of your strong
personality, augment the force of your words and acts by using the tone
pitch that suggests the power of the big muscles of your waist.
[Sidenote: When to Use Power Tone]
Employ the emotive tone to convey ideas of your truthfulness and honor.
Show your courtesy and kindness with the heart pitch; use it to manifest
your real desire to be of service to your prospect. But suggest your
solidity and capacity for good judgment by employing the pitch of power.
With its aid you can convince your prospect of the enduring quality of
your best characteristics; you can deny disparagement or doubt of your
ability; you will be able to brush aside unfounded objections; you can
compel respect.
[Sidenote: Tone Units]
The discriminative use of various _units_ of tone is as helpful in
making suggestive impressions as is the employment of character pitches.
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