We assumed previously that you have called upon the man to whom you want
to sell your services. You believe the way to your success lies through
association with him. _Your faculties of observation should be trained
to size up at a glance whatever traits are suggested by his bearing,
his clothes, his manner, his actions, his surroundings_. Whether he is
standing or sitting, it is possible for you to perceive and interpret
his pose and poise. You can learn much from his walk if he steps forward
to greet you. His handshake may tell volumes about his true character.
The different ways that men clasp palms are especially significant of
their individual traits. You should have a scientific knowledge of
handshakes.
[Sidenote: Traits Suggested By Nods]
Should your prospect merely nod on your entrance, note discriminatively
the movement he makes. There are many kinds of nods. The quick, sharp
tipping of the head indicates unhesitating, clean-cut decisions. Such
judgments on the spur of the moment are not always right, but they are
apt to be pretty conclusive.
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