[Sidenote: Your Opinions About People]
From your earliest childhood to this moment you have been forming
first-hand opinions of other people by observing and interpreting their
words, tones, and movements. Sizing up men is not a new process to you.
But in order to be a certainly successful salesman of yourself you
should _observe more intelligently and discriminatively_ hereafter.
Instead of making up your mind about people without knowing just how or
why you arrive at your judgments, classify your intuitions
scientifically. Know the reasons for your opinions. You can be sure
about the conclusions you reach as a result of your _specific, exact
observation of details_. The study and analysis of words, tones, and
acts, coupled with a little painstaking practice, will make you an
expert judge of other men.
[Sidenote: Study Character Unobserved]
Do not seem to make an effort to observe the person you are sizing up,
for that would impress him disagreeably. Without indicating that you are
watching him, mentally note and interpret his muscle structure, his
manner of speaking, his gestures, the rate of his physical activity, the
way his actions respond to his ideas, the type and tensity of his
movements.
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