much
in your salesmanship if you know _just how quickly_ the mind of your
prospect acts. There is no better way to find out than by noting the
speed of his _muscle_ response to test ideas. Since the rate of _muscle_
activity is directly indicative of the rate of _mental_ activity, you
can often learn from observing the _movements_ of your prospect _how
quickly his mind takes in_ points you state or suggest.

You might test him by asking that he write a name or set down some
figures you give him. If without hesitation he reaches for a pencil, you
may be sure his mind responds quickly to your ideas. But should there be
a moment or two of delay before he picks up the pencil, his _slower
physical response_ to your request is to be read as an _indication that
his mind does not grasp ideas at once_.

[Sidenote: Keep Mental Pace]

After making your size-up of the degree of his mental speed, you can
govern your presentation by what you have learned. If you are dealing
with a mind that acts slowly, give your prospect plenty of time to get
each idea you want to impress upon him. But proceed briskly from point
to point with the man whose mind grasps ideas instantly. You would make
a poor impression on him were you to go at a lagging pace.

It is not necessary, however, to make special or artificial tests to
learn how quickly your ideas are being grasped. Observe the facial
expressions of your prospect, which will indicate how soon your thought
is appreciated after it is presented. Should you say something with a
touch of humor, the time it takes him to smile or twinkle his eyes will
measure the speed of his mind in catching ideas.

[Sidenote: Head and Eye Movements]

The movements of the head and of the eyes, according to which are
predominant in the case of an individual, tell much of his character.
The villain on the stage habitually looks out of the corners of his
eyes. So does the mischievous ingenue. But the hero turns his whole head
when he looks about. And the look of innocence in the eyes of the
heroine is straightforward; her head is pointed directly in line with
her gaze. _Apply the principle in your salesmanship._ When you observe a
man who turns his head freely and easily for a square look at a person
who comes into his presence, size him up as one who is not afraid to
face either facts or people. If you note that another prospect glances
obliquely at persons or objects, or that he habitually turns his eyes to
o