As Kipling wrote, "The Colonel's lady and Judy O'Grady are
sisters under their skins." All men are fundamentally alike at the
bottoms of their hearts, however much they may differ in the individual
traits they have grafted upon their common root of human nature.
So when you are sizing up your prospect, you should comprehend that _the
most effective way to get to his heart is through such an appeal as
would reach the heart of every man_. Know your own heart surely, then,
in order to be certain of knowing his. All human hearts respond
similarly to manifestations of courage, nobility, love, faith, honor,
and the like. We laugh and cry at the same humor and pathos. Our
_feelings_ are closely akin. We differ from one another only in our
_minds_. Our individual, acquired habits of thought affect but the
_degrees_ of our several heart responses to the gamut of fundamental
emotional appeals.
[Sidenote: Exhaustive Prolonged Analysis Unnecessary]
Knowledge of another man, then, involves first, comprehension that he is
_like_ every other man in his _emotions_, and _unlike_ all other men in
the way he _thinks_.
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