hem, and
would have been unable to make the clicking sound he used to hit the
other man's ears.

[Sidenote: Suggesting Capability]

Suppose you apply for a situation as a bookkeeper or an accountant. One
of the best sense-hitting devices you could use to compel attention to
your ability would be a collection of complicated tabulations in your
handwriting, made neatly without a correction or an erasure. Such an
exhibit of painstaking workmanship, if complemented by a neat,
attractive personal appearance, would _force_ the employer to _notice_
you and the proofs of your qualifications. You certainly would make a
most favorable impression. Your prospect would imagine his books and
records as you would keep them. When presenting the evidences of your
capability as an accountant, you could suggest other qualities than
those mentioned--such as the proper pride of a good workman, serious
earnestness, dignity, keen intelligence, etc. Such _suggestions made
with the aid of sense-hitting devices_ would help you to complete the
sale of your services.

[Sidenote: Make Your Qualities Stand Out]

Perhaps you wish particularly to impress your qualities of alertness,
energy, love of work, and physical stamina. Then sit or stand easily
erect when you call on your prospect. If you should slump or loll in
your chair, you would suggest that you lacked the very characteristics
on which you are depending to get the job.

_Make your best qualities stand out noticeably_ in your bearing. Should
you apply for a position of great trust, requiring the exercise of the
finest discretion, be sure to look the other man frankly in the face and
let him see into your eyes. Also modulate your tones to the pitch of
discretion and confidence. Your manner, your expressions, your voice
will all draw attention to your fitness for the chance you want.

[Sidenote: Original Methods]

Such illustrations as have been given above should be understood as
merely suggestive of ways to use the sense-hitting method of compelling
attention. _Do not copy_ the suggestions offered. _Think out for your
individual use a collection of sense-hitting devices of your own._ Then
you will be able to select various ways to gain and to re-gain attention
when you are in the presence of a prospect. No matter what may be your
ability and ambition, _there are features of your character and your
service capacity that you can utilize to make direct sense appeals_.
Find out for your