The
law of the association of ideas will then begin to work in your favor.
Your prospect will get subconsciously a conscious impression of your
clean character.
You might wear a fresh flower in your buttonhole and so strike several
of his senses pleasantly. But unless the flower is inconspicuous and in
good taste it would make an unfavorable impression.
[Sidenote: Good Impressions]
Let us assume now that when you enter the office of your prospect, he is
disgruntled about something. You can take some of the heat out of his
ill temper by your appearance of cool self-confidence and good nature.
There are many more such _favorable sense impressions_ which you could
make by simply standing in manly erectness while waiting to receive the
exclusive attention of your prospect. You might employ all the
sense-hitting features of bearing and manner referred to above. The
effect of the sum of these would be the _forced agreeable attention_ of
your prospect. He simply could not help noticing the various items that
would strike his different senses; nor could he help being agreeably
impressed; though he might not give you any indication of the effect you
had compelled.
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