[Sidenote:  Study Tones]

While we have emphasized that “muscular indications” are of principal importance in making a certain size-up, the tones and words of the prospect should not be altogether neglected.  Often a man will unintentionally reveal in his tones the very things he means his words to conceal.  You would not depend on the words of a person if they were contradicted by his acts and tones.

Mental, emotive, and power characteristics are signified by various tone pitches. The degree of a man’s determination and his persistence in thought are denoted by the number of tone units he habitually employs when speaking.  The genuineness of a statement is suggested or disproved by the tone intervals in the statement.  “Yes” spoken in one unit without inflection means unqualified assent.  “Y-es” in two tones may mean doubtful assent, or false agreement, or even a contradiction.  The middle-of-the-mouth tone proves a well balanced mind, in contrast with the unreliable mind that is denoted by the lip tone, and the secretive mind which is suggested by the tone that comes from far back in the mouth.

In a five minute conversation an alert observer who has studied a few of the elemental principles of tone analysis can size up a great many of the most pronounced characteristics of a prospect.

[Sidenote:  Don’t Offend By Scrutiny]

It is better to make no size-up at all than to strain in observing the other man and make him aware of your close scrutiny.  Such an inartistic size-up impresses a prospect disagreeably.  He feels that you are prying into his personal characteristics.  Therefore teach yourself to observe without seeming to look closely at the object of your size-up.  Learn to observe unobserved; especially to perceive details without looking sharply.  Your eyes and ears can take in specific points about your prospect without making their keen activity apparent.

[Sidenote:  Two Parts of Sizing-up Process]

When you have learned how to see and hear many details clearly at the same time, unsuspected by your prospect, you will be a master of the first essential of skillful character reading.  The second necessary element of proficiency in sizing up men is the relation or association of each detail observed, with the particular characteristic it denotes.  To begin with, perceive points about your prospect.  Then ask yourself about each, “What does this mean?”

[Sidenote:  Practice Makes Perfect]

Of course you will not become an expert judge of other men at once.  But get the habit of seeing and hearing specific indications of characteristics wherever you go.  You will soon find that your mind has been opened to new, clear ideas of people.

It is possible for anyone to become a mind reader.  It is necessary only to note and think out the meaning of character signs and thoughts.  Trained specific observation will read and interpret these signs.  When you become skillful in sizing up other men, this art will help you very much in gaining the best possible receptions everywhere you go.  Also, if you are able to read your prospect’s thoughts and character, you can avoid antagonizing his ideas.