thorough knowledge of _how_ to suggest particular ideas through
tones and motions, you should practice using the principles and methods
of suggestive expression you have learned, until it becomes second
nature _always to speak and act with selling art_. Then you will be a
skillful salesman, sure of your power to sell true ideas of your best
capability wherever you are. Your success will have been made certain
through your sales _art_ built on the foundation of your sales
_knowledge_ by your fully developed sales _manhood_.

[Sidenote: Discriminative Selective Method]

Your increased selling _skill_ will result _naturally_, just as we have
seen that you will _grow_ naturally in sales _manhood_, if you employ
the discriminative-selective method when training your human nature in
the art of suggesting your best self. You need first to recognize the
exact _differences_ of significance among the various tones and
movements at your command. Then your self-training in suggestive
expression should be concentrated on the _particular ways_ of speaking
and acting that will best demonstrate your qualifications for success.
Of course it is equally important to _eliminate all tones and movements
that might suggest unfavorable ideas_ about you. To make sure of your
success, be certain that everything you do and say tells "the truth, the
whole truth, and nothing but the truth" about your capabilities. It is
necessary to make sure no word, tone, or movement carries the least
suggestion that might possibly leave a false impression of the real You.

Let us make a brief analysis now of words, tones, and acts--_the three
means of suggestive expression which are the natural equipment of every
man for conveying his ideas to the minds of others_. You cannot employ
the discriminative-restrictive method to develop your selling skill
unless you know very definitely just _what_ your different tools of
expression are, and the almost infinite variety of _uses_ to which they
can be put.

[Sidenote: Four Rules About Words]

For the reasons already explained, words are of much less value than
tones and movements in suggesting ideas the other man will admit to his
mind unawares. But the sales efficiency of words can be very much
increased if they are chosen with intelligent _discrimination_, and if
the choice is _restricted_ to words that have four qualifications.

First, they should be _common_ words.

Second, _short_ words are more forceful tha