You wish to impress this
one man with right ideas of your qualities and their value. You want him
to perceive that he lacks and requires just such services as you purpose
to offer for sale. You realize it is unsafe for you to jump at
conclusions about his characteristics. You pause briefly to size him up
before presenting your proposition, rather than to proceed blindly in
ignorance of his habits of thought, and with no clue to what he happens
to be thinking at the time you call. You must know all it is possible to
find out on the spot regarding him.
[Sidenote: What Has He Done with His Birthright?]
You cannot be certain of his characteristics if you judge him solely by
what Nature forced on him. But you can be absolutely sure if you size
him up by observing _what he has done with his birthright_, and if you
are then able to _interpret_ correctly what you _perceive_. Your
prospect has had nothing to do with the shape and size of his head. His
fair or dark complexion is inherited. He is utterly unable to control
the color of his hair or eyes.
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