t nearly always the
_inner_ man is consistent in his various characteristics. This is the
reason why your size-up should be _restricted to discriminative
observation of indications of the ego_.

[Sidenote: Application of Theory]

Perhaps you have been thinking, "The _theory_ seems to be all right, but
exactly how is it _applied?_" So we shall turn our attention next to
specific details of sizing up the characteristics of the inner man. We
shall see just how his thoughts and feelings may be discerned at a
particular time.

We assumed previously that you have called upon the man to whom you want
to sell your services. You believe the way to your success lies through
association with him. _Your faculties of observation should be trained
to size up at a glance whatever traits are suggested by his bearing,
his clothes, his manner, his actions, his surroundings_. Whether he is
standing or sitting, it is possible for you to perceive and interpret
his pose and poise. You can learn much from his walk if he steps forward
to greet you. His handshake may tell volumes about his true character.
The different ways that men clasp palms are especially significant of
their individual traits. You should have a scientific knowledge of
handshakes.

[Sidenote: Traits Suggested By Nods]

Should your prospect merely nod on your entrance, note discriminatively
the movement he makes. There are many kinds of nods. The quick, sharp
tipping of the head indicates unhesitating, clean-cut decisions. Such
judgments on the spur of the moment are not always right, but they are
apt to be pretty conclusive. Irregular, jerky nods are signs of
irritability, of rash or very impulsive decisions, and often of
unreasoning prejudice. The nod made directly forward signifies
frankness, dignity, and straight thinking. The tilting of the head a
little to one side suggests a habit of indirectness and a tendency to
"stall."

[Sidenote: Learn to Analyze Smiles]

How much of a man's character is illumined by his smile! Ability to
analyze smiles _correctly_ will enable you to size up the dissembled
traits of character behind the _false_ smile. Such analytical ability
will also show you how to turn to your best advantage the smile of
_true_ friendliness.

It is possible to judge from the physical aspect, from the facial
expressions, from the movements, and from the voice of a man whether he
is nervous or phlegmatic, active or passive, healthy or lacking in vigor