nder such perfect control that he
will pick up a pencil very deliberately because he has trained himself
to repress his impulses. But when he has finished using the pencil, he
will drop it cleanly and not let it slip slowly from his fingers. His
self-training in precaution applies only to what he does _before_ acting
on a purpose. The moment he is done writing, he also is done with the
pencil. His hand does not linger with it over the paper. Unconsciously
his characteristic quickness manifests itself in his inclination to get
rid at once of the tool he has finished using.

[Sidenote: Tightened Thoughts]

Any indication of _muscular tensity_ suggests a _tightening of the mind_
on thoughts. It is often a sign of mental resistance or of persistency.
If, when talking to a man you observe that his muscles seem taut, avoid
forcing the idea you want him to accept, for his mind is opposing it
strongly just then. Perhaps he has a persistent thought of his own, at
variance with yours. Either give him a chance to express his idea in
words, so you can dispose of it, or switch him away from it by changing
the trend of the conversation. When you perceive that his muscles are
normally relaxed, you may safely return to the postponed point. You will
encounter lessened mental resistance. Very likely he will then have no
impulse to persist in the thought he previously had fixed in his mind.

[Sidenote: What a Man's Walk Shows]

Note how your prospect walks forward to meet you, or how he moves about
his office. If his stride is long and free and easy, it proves that the
back muscles of his thighs are strong. Those muscles function in direct
co-ordination with the mental action of _willing_. Therefore when a man
walks easily with a long, free stride he indicates that he has a strong
will. He may be sized up confidently as a fighter for his rights, as a
man with a great deal of resolution once he makes up his mind.

[Sidenote: Determine Mental Speed]

It is very important when sizing up a man to determine the _degree of
his mental speed_. If you have brought your best capabilities for sale
to a prospective employer, you need to know whether or not he is getting
clearly all the ideas you present. It is necessary for you to make sure
on the one hand that you are not presenting ideas too fast for his mind
to comprehend each point fully. On the other hand, you wish to avoid
harping on details after he understands them. It will aid you very