more or
less suspicion of their sincerity and truth. Therefore the selling
artist employs words principally for one purpose--to communicate to the
other man information about such _facts_ as cannot be introduced to his
consciousness otherwise. Some facts can be told only in words. But a
master of the selling process uses as few words as possible to convey
his meaning. He depends on his _suggestive tones_ more than on what he
says. He reenforces his speech with accompanying _movements_ and
muscular _expressions_, to get into the mind of the other man by
_suggestive action_ the true _ideas behind the words_ used.

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 absolut