In a five minute conversation an alert observer who has studied a few of
the elemental principles of tone analysis can size up a great many of
the most pronounced characteristics of a prospect.
[Sidenote: Don't Offend By Scrutiny]
It is better to make no size-up at all than to _strain_ in observing the
other man and make him aware of your close scrutiny. Such an inartistic
size-up impresses a prospect disagreeably. He feels that you are prying
into his personal characteristics. Therefore _teach yourself to observe
without seeming to look closely at the object of your size-up_. Learn to
observe unobserved; especially to perceive details without looking
_sharply_. Your eyes and ears can take in specific points about your
prospect without making their keen activity apparent.
[Sidenote: Two Parts of Sizing-up Process]
When you have learned how to see and hear many details clearly at the
same time, _unsuspected by your prospect_, you will be a master of the
first essential of skillful character reading.
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