[Sidenote:  Tone Units]

The discriminative use of various units of tone is as helpful in making suggestive impressions as is the employment of character pitches.  The one-tone voice does not augment the force of words.  “Yes” said with but one tonal unit is not nearly so powerful as “Y-es” in two tones, the second pitched low.  A two-tone “Y-es” with the second unit high-pitched suggests the very opposite of plain “Yes.”  It implies “No,” or a question instead of an affirmation.  Sometimes it is advisable to suggest “No” when the word itself if spoken bluntly would give offense.  You can convey the idea of skepticism or denial by using two tone units skillfully pitched in saying “Y-es.”

While you ordinarily can double the effectiveness of your tone by using two units, and you may treble the effect if you employ three (as in the exclamation A-ha-a!), if you attempted to use more than three units of tone in any ordinary circumstances you would be likely to appear odd or fantastic, if not foolish.  So be careful not to over-do the employment of multiple tone units to stress your meaning.

[Sidenote:  Placing Tones]

There is selling value, too, in the placing of tones in your mouth.  A tone placed far forward indicates lack of thought and instability.  It is the tone we associate with “lip judgments.”  On the contrary, hidden thoughts, unwillingness to tell all you know, are suggested by tones placed far back in your mouth.  The middle-of-the-mouth tone makes the impression that the voice is properly balanced, and suggests the associated idea of mind balance.  Avoid the extremes in placing your tones, if you would make certain of the most effective use of your voice in selling ideas.  Convince and persuade by employing the secure, trustworthy tone of the “happy medium.”

[Sidenote:  Bad Habits]

Undoubtedly you have little bad habits that tell lies about you—­habits in the use of words, habits of tone, and especially habits of action.  When you fully understand the significance of what you say, and of how you say it, and of the things you do—­the effects produced on other men—­you will start changing your bad characteristics into good factors that will certainly help you to succeed.  So study yourself most carefully, in order to learn what your habits are, and their meanings.

[Sidenote:  Significance Of Movements]

Ordinarily a man is conscious of his words and tones, but he often does things unconsciously.  Probably you realize only vaguely or not at all just what your various actions suggest to people who observe you.  Therefore it is of the greatest importance that you study the significance of discriminated movements, gestures, and facial expressions as aids or hindrances to the making of true impressions of your best capabilities.  You should restrict yourself to acts that make the best impressions.