Your levity at the closing stage would lessen the effect of
honest, serious, painstaking weighing of the images for buying in
contrast with the images against buying. So get the funny stories out of
your system before you come to the decision step of the sale, or else
keep them bottled up inside you and don't pull the cork until you are
safely at the celebration stage.
[Sidenote: Tones and Acts When Weighing]
Do not forget when closing to add _force_ to your words by _tones and
gestures that emphasize ideas of the contrast in weights_ between the
two sides of the scale. By your light tone you can indicate the
triviality of objections to your proposition. With the heavier tone of
power you can suggest the great weight of the favorable ideas. If you
use _broad gestures of your whole hand and full arm_, you can seem to
pile a large heap of points on your side of the scale. Conversely you
can indicate the smallness of objections by moving _your fingers only_,
as if you were picking up a tiny object.
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