_Whatever hinders the free vibration of
tones makes displeasing impressions of the speaker_. When a man has a
bad cold in his head that blocks the nasal passages, his voice rasps the
ears of a hearer.

[Sidenote: Avoid Giving Displeasure]

Not only please by _doing_ things that give _pleasure_; also _avoid_
doing _displeasing_ things. For example, when you say or suggest
anything to another person you want to influence, remember to be a
_salesman_ of your ideas. Do not make the impression that you are
_teaching_. No adult human being really enjoys being _taught_. Any grown
person likes to be treated as an equal, and to have new thoughts
conveyed to him without that suggestion of superior intelligence which
is characteristic of many teachers when dealing with pupils. Perhaps you
have heard Burton Holmes lecture. His enunciation is a delight in its
perfection, but he talks "according to the dictionary" so naturally
that his correctness does not sound a bit affected. You feel at home
with him. His diction is attractive to you. Another speaker practicing
the same exactness of pronunciation, but less artistic in selling his
ideas with words, might displease you by his scholarly accents.

[Sidenote: Tact]

Sometimes it is tactful to speak incorrectly, as a courtesy to the other
man. If in the course of your interview with a prospective employer he
should mispronounce a word, you would be undiplomatic to emphasize the
correct pronunciation in speaking that word yourself. It is not
dishonest, but truly polite to reply "My ad'dress is"--instead of
pronouncing the word correctly. Do not suggest by over-emphasis of right
speech that you wish to pose as one who is _conscious_ of his
superiority, however well you may realize that you are on a higher plane
of intellectuality. We all like a genuinely great man who does not hold
himself aloof.

[Sidenote: Prepare For All Kinds Of Men]

Prepare to meet not only strong men, but weak men; cautious men; very
proud men; greedy men. Be ready for reckless men, humble men, men who
live to serve others. Be aware in advance of the differences in their
_buying motives_. They will not all have the same reasons for giving or
for refusing you a chance. _Hence be prepared to adapt your salesmanship
to the characteristics of the various kinds of men you are likely to
meet_. Though you never should pander to an unworthy motive, study
different types of character and _learn how to fit your abili