y," he would say, "but I can't come back to see you again. My
time is limited. There are plenty of people who want to know about my
proposition and who are eager to take it. I must get around and see them.
I can't afford to go back on my track and spend time with people to whom I
have already explained the whole thing. You want this and you know you
want it. You intend to have it, or you would not ask me to come back and
see you again. There is no good reason why you should not have it now, and
you know there is not. Furthermore, if you do not take it now and I do not
come back to see you--and I won't--then you will never take it. That's
plain enough. You feel more like taking it right now, to-day, while I am
talking to you, than you will later, when you have forgotten half of what
I have said. If there is any question you want to ask about this, ask me
now and I will answer it. But there isn't any, because I have already
answered your questions. You are satisfied. Your mind is made up. There is
no reason for delay--just sign your name right there, please." And only
about four per cent of those to whom he talked that way refused to sign
when he told them to.

The indecisive person wants someone always to decide for him. If you are
trying to persuade such a person, then you must decide for him. Do it as
tactfully as you can. Sometimes these people want others to decide for
them and, at the same time, to make the situation look as if they had
decided for themselves. They realize their own indecisiveness. They are
ashamed of it, and they do not like to be reminded of it.

INDICATIONS OF INDECISION

These are the indications of indecisiveness: brunette coloring; moderately
square and prominent chin--sometimes a long, narrow chin; small, snub or
sway-back nose; high forehead, flat at the brows and prominent above; soft
consistency; great flexibility of the joints of hands and fingers; a head
narrow above and behind the ears and square in the back; a timid,
apprehensive expression; rather aimless movements and gestures, and a
small thumb, set high on the hand. Rare, indeed, is the person who has all
of these indications. So rare, in fact, that he is scarcely a normal being
if he has them all in a marked degree.

THE BALANCED TYPE

There are some people of an evenly balanced type. They are neither
violently impulsive nor ponderously deliberate. They are interested in
facts and pass their judgment upon them, but they ar