[Sidenote:  Determine Mental Speed]

It is very important when sizing up a man to determine the degree of his mental speed.  If you have brought your best capabilities for sale to a prospective employer, you need to know whether or not he is getting clearly all the ideas you present.  It is necessary for you to make sure on the one hand that you are not presenting ideas too fast for his mind to comprehend each point fully.  On the other hand, you wish to avoid harping on details after he understands them.  It will aid you very much in your salesmanship if you know just how quickly the mind of your prospect acts.  There is no better way to find out than by noting the speed of his muscle response to test ideas.  Since the rate of muscle activity is directly indicative of the rate of mental activity, you can often learn from observing the movements of your prospect how quickly his mind takes in points you state or suggest.

You might test him by asking that he write a name or set down some figures you give him.  If without hesitation he reaches for a pencil, you may be sure his mind responds quickly to your ideas.  But should there be a moment or two of delay before he picks up the pencil, his slower physical response to your request is to be read as an indication that his mind does not grasp ideas at once.

[Sidenote:  Keep Mental Pace]

After making your size-up of the degree of his mental speed, you can govern your presentation by what you have learned.  If you are dealing with a mind that acts slowly, give your prospect plenty of time to get each idea you want to impress upon him.  But proceed briskly from point to point with the man whose mind grasps ideas instantly.  You would make a poor impression on him were you to go at a lagging pace.

It is not necessary, however, to make special or artificial tests to learn how quickly your ideas are being grasped.  Observe the facial expressions of your prospect, which will indicate how soon your thought is appreciated after it is presented.  Should you say something with a touch of humor, the time it takes him to smile or twinkle his eyes will measure the speed of his mind in catching ideas.

[Sidenote:  Head and Eye Movements]

The movements of the head and of the eyes, according to which are predominant in the case of an individual, tell much of his character.  The villain on the stage habitually looks out of the corners of his eyes.  So does the mischievous ingenue.  But the hero turns his whole head when he looks about.  And the look of innocence in the eyes of the heroine is straightforward; her head is pointed directly in line with her gaze. Apply the principle in your salesmanship. When you observe a man who turns his head freely and easily for a square look at a person who comes into his presence, size him up as one who is not afraid to face either facts or people.  If you note that