You should not, however, take any pose as a pretense.  Whatever poses you employ to augment the things you say should be used as means for the better communication of truth, not to falsify in any degree.  And you will need to be extremely careful lest you over-do a particular pose and suggest affectation.  Doubtless you have characteristic poses.  Analyze yourself. Determine what your habits of pose mean to other people.  Then make such changes in your characteristic poses as will signify only the best traits you have.

[Sidenote:  Action]

Next we will make a brief study of actions from four viewpoints.

First, the lines of action;

Second, the directions of action;

Third, the planes of action;

Fourth, the tension or the laxity of action.

[Sidenote:  Lines of Action]

All movements are in straight, single curved, or multiple curved lines of action.  Each of these classes of movements creates a particular impression when it is perceived—­an impression very different from that produced by movements of either of the other classes.  It will help you greatly in your ambition to succeed if you understand the exact significance of your every action along the various lines, and if you employ intelligently the right movements to suggest the particular ideas you wish to convey.

The straight gesture always indicates an appeal to mentality.  Use it to aim ideas at the other man’s mind.

The single curve, or wave movement, invariably denotes feeling.  Employ it to reach into the breast of the other man and influence his heart.

The gesture of double curves signifies power.  It should be employed to dominate both the mind and actions of the prospect—­to make him think and do the things you will.

[Sidenote:  Directions Of Actions]

The different directions of actions also suggest various ideas.  Your selling purpose is to get ideas over from your mind to the mind of the other man.  It is especially important that the direction of your gestures should conform to your sales intention.  Every movement you make to aid your purpose should suggest your mental action toward the prospect, or away from yourself.  It should signify that you are taking something out of your mind and offering it to his.  Of course you don’t break into his head with your idea and force him to receive it.  You just bring it to the front porch of his mind.  Then, if you have been skillful in your salesmanship, he will open the door of interest after you ring the bell of attention, and will permit your idea to enter his thoughts.  But he is unlikely to admit it unless by some indication from you to him he knows what is expected of him.