Reference has previously been made to the fundamental likeness of all men at heart and to their differences in mind. Send out with your voice an appeal to only the minds of your audience—read a table of statistics, for example—and it will affect all your hearers differently, depending on the mental characteristics of each individual. But tell a story of great courage, of self-sacrifice, of love—the same fundamental effect will be produced on all the hearts in the audience; though, of course, the various individuals will respond with different degrees of emotional intensity.
As has been said before, in order to look into the heart of another man you need but see clearly into your own. There you will find all the emotions of human nature, no matter how you may differ from other men in mentality. Hence if you would prompt the heart of another man to want your services, just do the things he would need to do to win your liking for him. Imagine the cases reversed, and be guided in your selling process by what you see.
Popular Men
To look at this step from another angle—if you would be likable, you must find other men likable. If you like people only within a limited range, you will similarly narrow your own likableness. If, however, you genuinely like all men—like them for their faults and frailties as well as for their merits—you will appeal to the intuitive heart of any other man. You will draw out his liking for you because the magnetic power of your own heart will not be restricted to pulling your way the friendly feelings of only a few people. Instead, you will be a "popular" man, a man who is generally well liked.
You meet certain men whom you like at sight. You desire further acquaintance, or friendship with them. But these men have not prepared themselves to suit you in particular. Most other people who meet them have the same feeling toward them that you experience. The men you like at sight, and who make friends wherever they go have developed in themselves feelings of friendliness for all men. As like breeds like, liking draws liking.
Artificial Methods Never Deceive The Heart
If you try to develop particular traits, only because you believe they will attract other men to you, you will not make your nature likable. Such artificial methods of making yourself attractive never deceive heart intuitions. You will not become popular by proceeding selfishly. But if you develop within yourself a heartfelt interest in your fellow men, if you are full of genuine desire to serve them with your friendship, you will attract the liking of nearly all the people you meet. They will want to know you better and to be your friends.
No Insulation Against Human Magnetism
There is "no sich critter" as a natural grouch. A man who has that reputation is repressing his natural emotions—that is all. He does not express his true feelings. He attempts to deny that he has them. But they are inside him, and you can pull them toward you if you bring your likableness to bear upon his heart. He will feel the tug, and will be drawn to you by your magnetic power. There is no insulation that can prevent the pull of human magnetism. So treat the crab with a feeling of real liking for the human nature inside, and don't be discouraged by his shell. Be more than ordinarily likable when you have to deal with a surly prospect. Exert all the magnetism you have. He will feel drawn to you. You will get yourself wanted.
J. Pierpont Morgan, Senior, was noted for being unapproachable. But it is said that he took a great liking to a certain newsboy who never acted afraid of him and who treated him as an ordinary mortal. This gamin always had a cheery word for everybody. That he made no exception in Mr. Morgan's case won the heart of the austere financier, who helped the boy to get an education and to start in business.