Third, the planes of action;
Fourth, the tension or the laxity of action.
Lines of Action
All movements are in straight, single curved, or multiple curved lines of action. Each of these classes of movements creates a particular impression when it is perceived—an impression very different from that produced by movements of either of the other classes. It will help you greatly in your ambition to succeed if you understand the exact significance of your every action along the various lines, and if you employ intelligently the right movements to suggest the particular ideas you wish to convey.
The straight gesture always indicates an appeal to mentality. Use it to aim ideas at the other man's mind.
The single curve, or wave movement, invariably denotes feeling. Employ it to reach into the breast of the other man and influence his heart.
The gesture of double curves signifies power. It should be employed to dominate both the mind and actions of the prospect—to make him think and do the things you will.
Directions Of Actions
The different 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.