Similarly when you bring your full capability to the market of your choice, you should not rely upon a mere declaration of your qualifications; and upon word proof, written or spoken, that you are the man for the job.  Your words are unlikely to be taken at their face value.  Any claims you have a right to make will be discounted heavily if you say very much about your own ability.  You run the risk of being judged a braggart and egotist when you talk up your good points; though you may be telling no more than the plain truth.

[Sidenote:  Tones and Acts Are Believed]

However, if your tones of sincerity and self-confidence denote really big manhood; and if your every act and expression indicate to a prospective employer that you are entirely capable of filling the job for which you apply, he probably will consider himself very shrewd in sizing you up.  Really you have suggested to him every idea he has about you, but he will think he has found in you the very qualifications he desires in an employee.  You can do more to sell yourself by the way you walk into a man’s office than you could accomplish by bringing him the finest letters of introduction or by “giving him the smoothest line of talk about yourself.”  He is able to read the principal characteristics of the real You in your poise and movements and in the manner of your speech. He will believe absolutely any characteristic he himself finds in you. What you say to him may have little real influence on his judgment of you.  But be sure that he will note how you speak; and will make up his mind about you from your tones and actions, rather than from your words.  He will think the ideas you suggest to him are his own original discoveries.

[Sidenote:  Suggestion By Tones And Acts]

Evidently, before you attempt to achieve success, it is very important that you study the art of suggestion by tones and actions.  When you know the principles, you should practice this art until you make yourself a master of skillful suggestion.

You need to know precisely the effects of tone variations, the exact significance of the various tones you can use.  It is necessary also for you to comprehend not only that “Every little movement has a meaning all its own,” but just what that meaning is.  When you are equipped with thorough knowledge of how to suggest particular ideas through tones and motions, you should practice using the principles and methods of suggestive expression you have learned, until it becomes second nature always to speak and act with selling art.  Then you will be a skillful salesman, sure of your power to sell true ideas of your best capability wherever you are.  Your success will have been made certain through your sales art built on the foundation of your sales knowledge by your fully developed sales manhood.