SELLINGLUMBER 143 



is true. He is watching you. His head is inclined. When he 

 wants to refute a point, often, not always, he will lay his finger 

 down, like that (illustrating), as though he is pointing to the 

 very point on the palm of his hand. He will often stand with his 

 head inclined that way, and a finger, or two fingers on his check, 

 like that (illustrating). Now, you can get him by his words. 

 He will say : "Well, Mr. Krebs, your proposition does not strike 

 my judgment. I can't make up my mind." He will use the words 

 "judgment" and "mind," terms that apply, not to the heart, not 

 to the will, but to the intellect, to the reasoning. "Mind" and/ 

 '"judgment." He loves to reason, and he will use those phrases; 

 hence you are sure you are dealing with the intellectual man. 

 Now then, you have got the intellectual man. You can spot him 

 easily by the way he stands and his words. The heart man will 

 say: "I don't feel right about that." The other man will say: 

 "That does not strike my judgment," or "I can't make up myj 

 mind." The heart man will use terms of feeling and heart. When 

 you call on the intellectual man be sure to give him the analysis 

 of your lumber; show him its durability; show him the purpose,** 

 and that it will meet that purpose; go into the analysis. He wants 

 to think. He does not fail to see the beauty of it, but he thinks 

 that, is sentimentality ; he will think that is a sort of effeminacy, 

 and he does not want that. So you give him the analysis of your 

 wood. 



Now the, heart man has one characteristic by which you can 

 always place the heart man, and that is the motion of approach. 

 If, for instance, it is a seated interview, and you are seated over 

 there and Mr. Jamison is here he is the heart man. He will 

 move away from the back of his chair; he will move forward in 

 order to get close to you. His head is square on his shoulders 

 and his hands on his knees. Don't take that attitude for agree- 

 ment -with your proposition or that he wants to buy, but he wants HOW to Know 

 to give you a square deal. He will often move his chair toward '" 



you. He will be open and frank. The motion of approach is | 

 always the sign of a man of heart ; he will always try to get closer. 

 When it is a standing interview he will sometimes come up so 

 close as to blow his breath in your face; and I do hate that; but 

 he does it out of the goodness of his heart. How do you handle 

 him? Slap him on the shoulder and pat him on the back. And 

 he will use phrases like "I don't feel quite right about that. I 

 wonder how my wife would like that." He is thinking of the 



