Sometimes a quick thinker will purposely develop the habit of making very deliberate motions. This trait is the result of his determined repression of a recognized inclination to act on impulse. He has accomplished perfect self-control in order to guard against the danger of making up his mind too quickly on his first thoughts. But his slowed-down movements will be so precise and certain as to indicate his characteristic of self-control and that his mind has moved in advance of his acts.
If you have occasion to size up such a man, you should perceive that the movements of his muscles do not correspond with the rate of his mental activity, as a superficial observer might mistakenly conclude. If your prospect sits or stands immobile; or if his actions give no indication of what he is thinking, watch his eyes and his facial muscles of expression. Eyes that fairly dart from one object to another, expressions that flash on and off the face; prove swift mental activity, no matter how quietly the body may be held. For instance, a strong, quick thinker may have his muscles under 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.
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.
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.
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 much in your salesmanship if you know just how quickly the mind of your prospect acts. There is no better way to find out than by noting the speed of his muscle response to test ideas. Since the rate of muscle activity is directly indicative of the rate of mental activity, you can often learn from observing the movements of your prospect how quickly his mind takes in points you state or suggest.
You might test him by asking that he write a name or set down some figures you give him. If without hesitation he reaches for a pencil, you may be sure his mind responds quickly to your ideas. But should there be a moment or two of delay before he picks up the pencil, his slower physical response to your request is to be read as an indication that his mind does not grasp ideas at once.
Keep Mental Pace