al powers would be correspondingly reduced. We all know these
things about the brain and the mind. But only a few scientists are
familiar with many _details_ of the _inter-relation of mind and brain
and muscles_, which should be known to all people who want to make the
most of themselves. The salesman of himself needs to understand his
"goods" thoroughly; so as we study the selling process that completes
the secret of certain success, we dig into _practical psychology_ a
little way now in order to stimulate in you a desire for further
exploration of that gold mine of opportunities.

[Sidenote: Physical Manifestations of Ideas]

The mind depends on the brain, in coordination with the nerves and
muscles, to _express_ thoughts. That is how your _inner_ or "ego"
sales-man gets his ideas _out_ of your physical salesman, and _shows
them_ to the minds of prospective buyers. You can make another person
conscious of your thoughts only by some _perceptible physical
manifestation_ of the idea you wish to convey to him. Evidently, then,
in order to succeed in developing your big sales manhood and in making
effective impressions of it on others, you must learn both _how to
think the ideas of big manhood into your own mind_ most effectively and
how to _show them outwardly_ with masterly skill. The first process is
man development; the second is sales-_man_-ship, or _manhood
self-expression for the purpose of controlling the ideas of other men_.

[Sidenote: Selling A Thought]

There is but one way to indicate or express what is going on in your
mind. Your thoughts can be physically shown only by _muscular action_ of
some kind. Brain and nerve action are hidden, but muscle action can be
perceived. If your _muscular action_ expresses exactly the _idea_ you
desire and will and use it to manifest, your mind is able to get its
_thought_ across to another mind--_to sell_ the idea.

Conversely, if your muscle action--your outer, perceptible
self--expresses something _different_ from your thought intention, your
mind has failed to make the true impression of your idea. It may be that
an impression directly contradictory to your thought has been made by
your muscles working at cross purposes. So the truth in your mind won't
get across to the other man's mind--not because your _idea_ was untrue,
but because it has not been _physically interpreted_ by your muscles as
you _intended_. For example, you might stand so much in awe of a man you
g