After making your size-up of the degree of his mental speed, you can govern your presentation by what you have learned. If you are dealing with a mind that acts slowly, give your prospect plenty of time to get each idea you want to impress upon him. But proceed briskly from point to point with the man whose mind grasps ideas instantly. You would make a poor impression on him were you to go at a lagging pace.
It is not necessary, however, to make special or artificial tests to learn how quickly your ideas are being grasped. Observe the facial expressions of your prospect, which will indicate how soon your thought is appreciated after it is presented. Should you say something with a touch of humor, the time it takes him to smile or twinkle his eyes will measure the speed of his mind in catching ideas.
Head and Eye Movements
The movements of the head and of the eyes, according to which are predominant in the case of an individual, tell much of his character. The villain on the stage habitually looks out of the corners of his eyes. So does the mischievous ingenue. But the hero turns his whole head when he looks about. And the look of innocence in the eyes of the heroine is straightforward; her head is pointed directly in line with her gaze. Apply the principle in your salesmanship. When you observe a man who turns his head freely and easily for a square look at a person who comes into his presence, size him up as one who is not afraid to face either facts or people. If you note that another prospect glances obliquely at persons or objects, or that he habitually turns his eyes to one side or the other while keeping his head still, judge him to lack the characteristic of frankness. He is likely to be evasive and shifty in his dealings. Perhaps the sign you have perceived indicates no more than that your prospect is "stalling." It is evidence, nevertheless, that his mind is not meeting your ideas squarely. You will need to compel his attention to come back to your point, time and again perhaps.
Strength Of Mind
The full-arm movement denotes strength, and bigness of conceptions. A mere wrist gesture suggests littleness, flippancy, weak traits. Similarly if a man walks from his hips, he suggests the characteristic of strong personal opinion. If he walks principally from the knees, or over-uses his ankles and minces along, he indicates that his mind is not certain and that he holds his opinions weakly.
A straight gesture denotes pure mentality. A single-curved movement indicates some emotion, rather than only a thought. Action in a double curve suggests power behind the expression.
Honor and Straightforwardness
A gesture outward from the chest and on the same level denotes the qualities of honor and straightforwardness. If your prospect makes such a motion in response to some idea you present, he is thinking on the same man-level as yourself—he is treating you as his equal.
A characteristic movement of the arm above the shoulders signifies vivid imagination, or impracticability. It may be read as an indication of lightness of character or of a tendency to go off on a tangent. Conversely, gestures outward from the lower part of the body denote power, or an inclination to depreciate values.