In the first case you will need
to reply with considerable force, whether you appeal to the mind or the
heart of the prospect. But when his objection is stated in a powerless
tone, even though it may be accompanied by curtness or bluster, you need
not waste much force on your answering appeal to his mentality or his
emotions.
[Sidenote: Keep Ears Alert]
The mental tone, as we recall from previous study, is pitched higher
than either the tone of feeling or the tone of power. The medium, heart
tone is vibrant. It rings with sincerity. The power tone is deep, and
most sonorous of the three. _Keep your ears alert for these indications_
your prospect will give you unconsciously when he opposes your purpose.
The discriminative reading of the tones of objections will greatly
reduce the danger of "getting your wires crossed" when you reply.
[Sidenote: Suggest Strength Without Antagonism]
If you have to deal with opposition expressed in the tone of power or
with gestures of force, you will be safe in concluding that considerable
_feeling_ is behind the objection.
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