_Apply the principle in your salesmanship._ When you observe a
man who turns his head freely and easily for a square look at a person
who comes into his presence, size him up as one who is not afraid to
face either facts or people. If you note that another prospect glances
obliquely at persons or objects, or that he habitually turns his eyes to
one side or the other while keeping his head still, judge him to lack
the characteristic of frankness. He is likely to be evasive and shifty
in his dealings. Perhaps the sign you have perceived indicates no more
than that your prospect is "stalling." It is evidence, nevertheless,
that his mind is not meeting your ideas squarely. You will need to
compel his attention to come back to your point, time and again perhaps.
[Sidenote: Strength Of Mind]
The full-arm movement denotes strength, and bigness of conceptions. A
mere wrist gesture suggests littleness, flippancy, weak traits.
Similarly if a man walks from his hips, he suggests the characteristic
of strong personal opinion.
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