But tell a story of great courage, of self-sacrifice, of
love--_the same fundamental effect_ will be produced on all the _hearts_
in the audience; though, of course, the various individuals will respond
with _different degrees of emotional intensity_.
As has been said before, in order to look into the heart of another man
you need but see clearly into your own. There you will find all the
emotions of human nature, no matter how you may differ from other men in
mentality. Hence if you would prompt the heart of another man to want
your services, just _do the things he would need to do to win your
liking for him_. Imagine the cases reversed, and be guided in your
selling process by what you see.
[Sidenote: Popular Men]
To look at this step from another angle--_if you would be likable, you
must find other men likable_. If you like people only within a limited
range, you will similarly narrow your own likableness. If, however, you
genuinely like all men--like them for their faults and frailties as well
as for their merits--you will appeal to the intuitive heart of any other
man.
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