[Sidenote: Pleasing Tones]
A pleasing tone helps to assure one's success. You may think your voice
is a heavy handicap. Perhaps it is high pitched and squeaky; or, on the
other hand, a "growly" bass suggestive of ill-nature. Again it may be
faltering or hoarse. Such faults are not serious to a master salesman.
_If your vocal equipment is physically normal, your voice can be made
pleasing._ In order to make your tones agreeable, learn to vibrate them
naturally through your _nose_. A mouth tone is displeasing. The
so-called "nasal twang" that sounds so unpleasant is a mouth tone
_prevented_ from free vibration through the nose. Humming, as you know,
both _indicates_ pleasure and is a pleasant _sound_. It is produced with
the mouth closed, by a vibration of the bone structure of the face and
of the nasal cavities. Certainly, even if you have a disagreeable voice,
you can make your tones _hum_, and thereby render them more pleasing.
Adenoids that could be removed--even failure to keep the nose clean--may
prevent a man from succeeding.
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