lways carry an umbrella
when it looks like rain."

[Sidenote: Tone Meanings]

Our analysis of the three means of self-expression turns now to _tones_.
Rightly selected words are tremendously augmented in selling power when
they are _rightly spoken_. Most men employ but a small part of their
complete tonal equipment, and are ignorant of the _full sales value_ of
the portion they use. The master salesman, however, practices the gamut
of his natural tones, and utilizes each to produce particular effects.
Thus he supplements his mere statements with _suggestive shades of
meaning_. The _way_ he says a thing has more effect than the words
themselves.

Conversely tone _faults_ may have a disastrous effect on one's chances
to succeed. For illustration, ideas of mind, of feeling, and of power
can be correctly expressed by the discriminative use of particular
_pitches_ of tone. But a wrong pitch, though the words employed might be
identical, would convey a directly opposite and false impression.

[Sidenote: Mental Pitch]

Suppose you are appealing only to the _mind_ of your prospective
employer--as when you quote figures to him--you should restrict your
tone temporarily to the mental pitch. You are just conveying facts now.
Therefore the "matter-of-fact" tone best suits the ideas expressed.
Since it fits what you are saying, the way you speak impresses the other
man with the suggestion that _your tone and words are consistent_.
Therefore his mind has no inclination to resist the mental pitch on this
occasion. He admits your figures to his conscious belief more readily
than he would credit them if spoken in an emotive or power tone. Such
tone pitches would strike him as out of place in a mere statement of
fact.

[Sidenote: Tone Faults]

If your prospective employer asks how old you are, and how many years of
experience you have had, and you reply in a tone vibrant with emotion or
in a deep tone of sternness, the wrong pitch certainly will make a bad
impression on him. By employing an inconsistent pitch when stating
facts, you might "queer" your chances for the position you most desire.
The tone fault in your salesmanship would lie about your real character.
The man addressed would think you were foolish to use such a pitch in
merely imparting a bit of _information_ to his mind. He would expect you
to employ for _that_ purpose simply a _head_ tone, not a chest tone nor
an abdominal tone. The head tone, when used to convey