"to deliver the goods."

[Sidenote: Danger of Over-using Head Tone]

Some people suggest by the over-use of head tones that they depend
altogether on what they _know_ to achieve success. They make the
impression that they expect their high degree of _mentality_ to open
chances for them to succeed. "They know they know" their business; so
when they secure opportunities to demonstrate their capabilities, they
emphasize too much what they _know_. They are apt to use the mental tone
continually. Perhaps the prospective employer needs a man of exactly
such knowledge as is possessed by the candidate he is interviewing. But
if when presenting his qualifications the applicant rasps the ears of
his hearer for a long time with high-pitched head tones, the listener
intuitively becomes prejudiced. He is impressed with the suggestion that
the speaker is a "know-it-all" fellow. The employer is likely to turn
down his application because of the unskilled tone pitch in which it is
made.

[Sidenote: Sing-Song Parrot Talk]

When a man has talked glibly and fast about superior qualifications he
knows he possesses, it dazes him if his exceptional capabilities fail to
win him the job for which he is particularly fitted. He cannot
comprehend why another applicant who plainly is not so well qualified
should be chosen. But his voice has suggested to the employer that
everything he said was just "parrot talk." Thousands of bright "parrots"
remain failures all their lives for no other reason than their utter
inability to get inside the _hearts_ of other men. The ordinary
canvasser who trudges from house to house with his "sing-song" patter
has grown into the bad habit of using head tones almost exclusively. As
a natural reflex of the unpleasant impression he makes with his voice,
it is a common experience to have a door slammed in his face.

[Sidenote: Getting Around Mental Barrier]

The master salesman comprehends that the _mentality_ of a prospect is a
barrier to his _emotional_ expression. That is, the mind is an alert
sentinel on guard to protect the _heart_ from its own impulses to
unthinking action. So the skillful salesman when making his "approach"
_goes around_ the mind side of the prospect to the emotional side, where
there is no hostile guard. He knows that "the hearts of all men are
akin," and that "the hardest heart has soft spots." He realizes it is
bad salesmanship to challenge the sentinel mind of the prospect in a
mental