You suggest the straight action of your mind in
team-work with his. Your eye action on the same level indicates to him
that you are thinking on the _practical_ plane.
[Sidenote: Lifting Prospect's Thoughts]
But if your eyes repeatedly focus above the level of the other man's
eyes, you make the impression that you are an _idealist_ rather than a
practical person. What you say will not seem to him to apply directly to
his case. He will not feel the personal, or man-to-man contact of your
thoughts. Sometimes, however, it is important to lift your eyes when
talking to a prospect, in order to suggest that he lift his thoughts
from the level of mere selfishness. By your suggestive eye action on the
upper plane you may stimulate in him a higher vision of possibilities or
an insight into the future, if he seems inclined to take a strictly
practical view of his present needs only.
When you look below the eye level of the other man, you indicate (1)
modesty, if the movement is directly down; (2) shame, if the movement is
a little to one side and downward; (3) disgust, if your eyes look far
down and far to the side.
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