To a trained observer his habits of thought are
clearly indicated by his muscle structure and muscle action. Exhaustive
prolonged analysis is unnecessary. You can learn to read quickly the
mental significance of the comparatively small number of details of
muscle structure and action that constitute a fairly complete index to
his character. Then you will be able to judge with certainty practically
all the traits of which you need to be sure in order to make the most
effective presentation of your services for sale to this particular
man.
[Sidenote: Value of Size-up]
The value of such a dependable size-up can scarcely be over-estimated.
It is not easy to gain the _initial_ chance to present your capabilities
to the one man with whom you have chosen to be associated. But it would
be tremendously harder to win a _second_ opportunity to sell your
services after _failing_ the first time. By sizing him up aright while
you are presenting your qualifications for his consideration, you will
be able to _avoid making unfavorable impressions_.
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