is not sure of his own thoughts. _Take the
lead strongly with such a man._ Do his thinking for him. It is up to you
to bring his vacillating mind to definite conclusions, following your
lead. First make it clear to him that your proposal is really to his
interest. Then proceed with a manner of absolute assurance, as if you
did not question his doing what you wish. With your skillful
salesmanship you can stop his wavering and induce him to act as you
indicate.

[Sidenote: Quick Thinkers]

The _rate_ of one's _muscular_ activity is directly associated with the
rate of one's _mental_ activity. The man who _moves_ slowly by habit is
also a plodder in his _thoughts_. On the contrary, quick actions
indicate quick thinking; which, however, may be mistaken. Only the quick
motion that is _under perfect control_ suggests an _unerring_ conclusion
reached swiftly. The man who snatches up a pencil with sure fingers,
and without fumbling it begins to write at once, demonstrates that he
has an electrically fast mind perfectly harnessed to his purpose. When
another man reaches swiftly for a pencil but misses his sure grasp at
the first attempt; or when the dash of his hand to the paper is followed
by a momentary delay for adjustment of the pencil in his fingers or by
hesitation before he begins to write, he denotes mere impulsiveness.

[Sidenote: Self-Control]

Sometimes a quick thinker will purposely develop the habit of making
very deliberate motions. This trait is the result of his determined
repression of a recognized inclination to act on impulse. He has
accomplished perfect self-control in order to guard against the danger
of making up his mind too quickly on his first thoughts. But his
slowed-down movements will be so _precise_ and _certain_ as to indicate
his characteristic of self-control and that his mind has moved in
advance of his acts.

If you have occasion to size up such a man, you should perceive that the
movements of his muscles do not correspond with the rate of his mental
activity, as a superficial observer might mistakenly conclude. If your
prospect sits or stands immobile; or if his actions give no indication
of what he is thinking, watch his eyes and his facial muscles of
expression. Eyes that fairly dart from one object to another,
expressions that flash on and off the face; prove swift mental activity,
no matter how quietly the body may be held. For instance, a strong,
quick thinker may have his muscles u