[Sidenote:  Application of Theory]

Perhaps you have been thinking, “The theory seems to be all right, but exactly how is it applied?” So we shall turn our attention next to specific details of sizing up the characteristics of the inner man.  We shall see just how his thoughts and feelings may be discerned at a particular time.

We assumed previously that you have called upon the man to whom you want to sell your services.  You believe the way to your success lies through association with him. Your faculties of observation should be trained to size up at a glance whatever traits are suggested by his bearing, his clothes, his manner, his actions, his surroundings.  Whether he is standing or sitting, it is possible for you to perceive and interpret his pose and poise.  You can learn much from his walk if he steps forward to greet you.  His handshake may tell volumes about his true character.  The different ways that men clasp palms are especially significant of their individual traits.  You should have a scientific knowledge of handshakes.

[Sidenote:  Traits Suggested By Nods]

Should your prospect merely nod on your entrance, note discriminatively the movement he makes.  There are many kinds of nods.  The quick, sharp tipping of the head indicates unhesitating, clean-cut decisions.  Such judgments on the spur of the moment are not always right, but they are apt to be pretty conclusive.  Irregular, jerky nods are signs of irritability, of rash or very impulsive decisions, and often of unreasoning prejudice.  The nod made directly forward signifies frankness, dignity, and straight thinking.  The tilting of the head a little to one side suggests a habit of indirectness and a tendency to “stall.”

[Sidenote:  Learn to Analyze Smiles]

How much of a man’s character is illumined by his smile!  Ability to analyze smiles correctly will enable you to size up the dissembled traits of character behind the false smile.  Such analytical ability will also show you how to turn to your best advantage the smile of true friendliness.

It is possible to judge from the physical aspect, from the facial expressions, from the movements, and from the voice of a man whether he is nervous or phlegmatic, active or passive, healthy or lacking in vigor and strength.  A skillful size-up will determine that he is either eccentric or well balanced mentally, that he is thrifty or extravagant, that he is disposed to take comprehensive views or is inclined to give undue attention to trifles and details.  He will indicate to a keen observer real intellect or mere intelligence.  His emotions also may be read.  He reveals himself as generous or selfish; as an optimist or as a skeptic.  He shows that he is responsive to heart appeals or is hard hearted, moral or immoral, artistic or lacking in appreciation of art, cultured or boorish.

[Sidenote:  Discriminative Restrictive Process]