The postures of the body are significant of characteristics.  If your prospect stands with his feet wide apart and his arms folded conspicuously across his high-held chest, he probably has a habit of bluffing.  His widely spread feet indicate that he has to prop himself in that physical posture; so it is unnatural to him.  Similarly he has had to prop himself in his mental posture. Push your ideas hard and he will lose his mental balance; just as he would lose his physical balance if you were to jolt him.  He is obliged to prop himself.  He is bluffing.  You can make him quit.  The folded arms and expanded chest of the bluffer mean no more than the high-arched back of a cat.  Stroke “Tom” soothingly, and he stops bristling.  Stroke the human bluffer tactfully with persuasion, and he will not act pugnacious for long.

[Sidenote:  The Balanced Body]

But if, when making a statement, your prospect stands or walks about easily with his feet close together; if he balances his body without difficulty or artificial postures—­it is certain that he has a good deal of determination in his make-up.  You cannot influence him to change his mind by making emotional appeals to him.  In order to secure the favorable decision of such a man, you will need to use the most conclusive, solid evidence of your capabilities.

[Sidenote:  Wavering Minds]

Suppose your prospect shifts his feet continually and rather jerkily.  While you are talking with him, he frequently changes his weight from one foot to the other.  He is suggesting that he has little confidence in his own judgment, that he is not sure of his own thoughts. Take the lead strongly with such a man. Do his thinking for him.  It is up to you to bring his vacillating mind to definite conclusions, following your lead.  First make it clear to him that your proposal is really to his interest.  Then proceed with a manner of absolute assurance, as if you did not question his doing what you wish.  With your skillful salesmanship you can stop his wavering and induce him to act as you indicate.

[Sidenote:  Quick Thinkers]

The rate of one’s muscular activity is directly associated with the rate of one’s mental activity.  The man who moves slowly by habit is also a plodder in his thoughts.  On the contrary, quick actions indicate quick thinking; which, however, may be mistaken.  Only the quick motion that is under perfect control suggests an unerring conclusion reached swiftly.  The man who snatches up a pencil with sure fingers, and without fumbling it begins to write at once, demonstrates that he has an electrically fast mind perfectly harnessed to his purpose.  When another man reaches swiftly for a pencil but misses his sure grasp at the first attempt; or when the dash of his hand to the paper is followed by a momentary delay for adjustment of the pencil in his fingers or by hesitation before he begins to write, he denotes mere impulsiveness.