It will aid you very much
in your salesmanship if you know _just how quickly_ the mind of your
prospect acts. There is no better way to find out than by noting the
speed of his _muscle_ response to test ideas. Since the rate of _muscle_
activity is directly indicative of the rate of _mental_ activity, you
can often learn from observing the _movements_ of your prospect _how
quickly his mind takes in_ points you state or suggest.
You might test him by asking that he write a name or set down some
figures you give him. If without hesitation he reaches for a pencil, you
may be sure his mind responds quickly to your ideas. But should there be
a moment or two of delay before he picks up the pencil, his _slower
physical response_ to your request is to be read as an _indication that
his mind does not grasp ideas at once_.
[Sidenote: Keep Mental Pace]
After making your size-up of the degree of his mental speed, you can
govern your presentation by what you have learned. If you are dealing
with a mind that acts slowly, give your prospect plenty of time to get
each idea you want to impress upon him.
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