It is especially important that the direction of your
gestures should conform to your sales intention. Every movement you make
to aid your purpose should suggest your mental action _toward_ the
prospect, or _away from_ yourself. It should signify that you are taking
something out of your mind and offering it to his. Of course you don't
_break into_ his head with your idea and force him to receive it. You
just bring it to the front porch of his mind. Then, if you have been
skillful in your salesmanship, _he_ will open the door of interest after
_you_ ring the bell of attention, and will permit your idea to enter his
thoughts. But he is unlikely to admit it unless by some indication
_from_ you _to_ him he knows what is expected of him.
If you gesture toward yourself when expressing your thoughts, you do not
suggest to the other man that he take in your ideas. Instead you
concentrate his attention on your selfishness and your individual
opinion. The characteristic gestures of the typical old peddler are
displeasing because they are made in the wrong _direction_.
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