Do not seem to make an effort to observe the person you are sizing up, for that would impress him disagreeably. Without indicating that you are watching him, mentally note and interpret his muscle structure, his manner of speaking, his gestures, the rate of his physical activity, the way his actions respond to his ideas, the type and tensity of his movements. Each item you analyze and translate should indicate to you clearly some fact about the inner man.
Of course you will not be able to read your prospect thoroughly in the first few moments after you meet him. It is possible to make only a partial size-up then. No one would reveal all his characteristics in such a brief time. But each indication you perceive and interpret correctly will aid you to attribute to him certain other, related traits. For instance, if the actions of a man indicate the characteristic of evasion, you may judge safely that he lacks courage, the highest sense of honor, some of the elements of perfect squareness and trustworthiness. If he has a habit of under-estimating or "knocking," and manifests this characteristic in something he says or does, you may feel certain he is not an idealist. He is likely to be pretty "practical" in his views, and cannot be won by appeals to rosy visions.
Elements of Character are Consistent
Analysis of a man's true character usually shows that its elements are thoroughly consistent. A human being is not a bundle of contradictions, but an aggregation of likenesses. Every man differs from every other man; yet, generally speaking, one element of his character is not apt to differ radically from another detail of himself. There are exceptions, but in most cases the seeming contradictions in an individual are only apparent opposites. Supposed inconsistencies cause surprise because the true fundamental traits of the person observed are not discerned. The outer man often seems to contradict himself. But nearly always the inner man is consistent in his various characteristics. This is the reason why your size-up should be restricted to discriminative observation of indications of the ego.
Application of Theory
Perhaps you have been thinking, "The theory seems to be all right, but exactly how is it applied?" So we shall turn our attention next to specific details of sizing up the characteristics of the inner man. We shall see just how his thoughts and feelings may be discerned at a particular time.
We assumed previously that you have called upon the man to whom you want to sell your services. You believe the way to your success lies through association with him. Your faculties of observation should be trained to size up at a glance whatever traits are suggested by his bearing, his clothes, his manner, his actions, his surroundings. Whether he is standing or sitting, it is possible for you to perceive and interpret his pose and poise. You can learn much from his walk if he steps forward to greet you. His handshake may tell volumes about his true character. The different ways that men clasp palms are especially significant of their individual traits. You should have a scientific knowledge of handshakes.
Traits Suggested By Nods
Should your prospect merely nod on your entrance, note discriminatively the movement he makes. There are many kinds of nods. The quick, sharp tipping of the head indicates unhesitating, clean-cut decisions. Such judgments on the spur of the moment are not always right, but they are apt to be pretty conclusive. Irregular, jerky nods are signs of irritability, of rash or very impulsive decisions, and often of unreasoning prejudice. The nod made directly forward signifies frankness, dignity, and straight thinking. The tilting of the head a little to one side suggests a habit of indirectness and a tendency to "stall."
Learn to Analyze Smiles