t _directions_ of actions also suggest various ideas. Your
selling purpose is to get ideas over from your mind to the mind of the
other man. It is especially important that the direction of your
gestures should conform to your sales intention. Every movement you make
to aid your purpose should suggest your mental action _toward_ the
prospect, or _away from_ yourself. It should signify that you are taking
something out of your mind and offering it to his. Of course you don't
_break into_ his head with your idea and force him to receive it. You
just bring it to the front porch of his mind. Then, if you have been
skillful in your salesmanship, _he_ will open the door of interest after
_you_ ring the bell of attention, and will permit your idea to enter his
thoughts. But he is unlikely to admit it unless by some indication
_from_ you _to_ him he knows what is expected of him.

If you gesture toward yourself when expressing your thoughts, you do not
suggest to the other man that he take in your ideas. Instead you
concentrate his attention on your selfishness and your individual
opinion. The characteristic gestures of the typical old peddler are
displeasing because they are made in the wrong _direction_. He holds his
arms close to his body and gesticulates toward himself. He makes the
impression that he does not have your interest at heart in the least,
but only his own.

[Sidenote: Affirmation And Denial]

An up-and-down movement suggests something standing. It has the
associated significance of vitality or life. Conversely, a side-to-side
gesture suggests similarity to things lying down, lack of vitality, or
the death of ideas. By holding yourself erect you make a very different
impression of your energy than would be made were you to lean to one
side. You can affirm a statement by an up-and-down movement of your hand
or by a nod of your head. You deny suggestively with a horizontal
gesture or by shaking your head from side to side.

[Sidenote: Levels of Action]

The significance of action on different _planes_ or _levels_ is seldom
appreciated. The level of eye action is of especial importance in
suggesting particular ideas.

When you look another person in the eye, you convey to him the idea of
direct mental energy. You suggest the straight action of your mind in
team-work with his. Your eye action on the same level indicates to him
that you are thinking on the _practical_ plane.

[Sidenote: Lifting Prospect's Tho