matters of _fact_,
aids in convincing the _mind_ of the other man because _it is the pitch
that fits bare facts_--the tone of pure mentality.

[Sidenote: When Mental Tone Should Be Used]

This mental, or head tone, is most effective in gaining _attention_, in
conveying _information_, in arousing the _perceptive faculties_ of
another mind. _Restrict its use to these purposes only._ The mental tone
is not pleasing to the ear. It is pitched high. It suggests arguments
and disputes. It is the provocative tone of quarrels. So it should be
employed most carefully, with every precaution against giving offense by
its _insistence_.

Avoid its use for long at a time. Its very monotony is apt to irritate.
The high pitch suggests a mental challenge to the mind of the other man,
and hence arouses his mental tendency to opposition. The unskillful
_over-use_ of head tones may ruin a salesman's best opportunity to gain
a coveted object.

There are times, however, when it is necessary that you should
insist--briefly. If you do so _artistically_, and do not persist in the
high, mental, rasping tone; but change to the lower, emotive, chest tone
very soon after your insistence on the other man's attention, you will
not hurt your chances. It is the _continued_ use of the head tone that
is to be avoided.

[Sidenote: Emotive Pitch]

The _emotive_ (chest or heart) pitch dissipates opposition as naturally
as the mind tone provokes a quarrel. Even a hot argument can be ended
without any lasting ill-feeling if the disputants conclude with hearty
expressions of good will for one another. The same words spoken in head
tones would increase the antagonism by suggesting sarcasm or
insincerity. The resonant chest tone suggests that it comes from the
speaker's heart. The _hearer's_ heart makes _his_ mind believe the heart
message conveyed by the emotional pitch of the other man's voice.

Therefore if you want your ideas to penetrate a man's _heart_, don't aim
your tone _high_ at his head. _Lower_ it to the pitch of true
friendliness, of comradeship, of human brotherhood. Aim at _his_ breast
with _your_ breast tone. Do not fawn or plead, however, when selling
ideas of yourself. You can persuade best by suggesting that you have
brought all your manhood to render the other man a real service. This
suggestion will induce a feeling of _respect_ for you, which will
certainly be followed by willingness of the prospect to let you show him
you are able