144 SELLINGLUMBER 



pleasure of it; he is thinking of the beauty of the thing. And 

 we want to call his attention to the esthetics of the lumber, the 

 beauty of it. If the building is built of this particular lumber 

 it will have an air of refinement; it will please the wife; it will 

 please the boys at the club, if it is built out of this. He doesn't 

 want analyses. He doesn't care so much how long that wood will 

 last; not so much; throw it in, but he loves that other thing. 



A man was selling furniture, and a woman came in to buy 

 a set of parlor furniture, and he gave her thejtalk for the intel- 

 lectual type. He showed how strong the sutures were, how long 

 the wood would last; he gave her the analysis, the head type. 

 She didn't buy. Women are of the emotional type. Women are 

 long on soul. A woman will jump to a conclusion by intuition 

 where a man will have to reason himself up and sit beside her 

 and say : "Yes, dear, you are right" and she knew it long be- 

 Usin "iHead" ^ ore ' ^ ne decided when he saw her passing from the store, 

 Arguments to call her back. And he said: "Madam, look at the symphony 

 witha "Heart" of the lineg of that chair j t wag an artist that Bought out those 



lines." And he came up to it as though it were a tender thing, 

 and he laid his hand on it like he was petting it ; and he said : 

 "Do you know, that is Sixteenth century furniture? Madam, 

 stand back!. Just get the air of it. Just get the spirit. That 

 will bring an air of education into your home that will be an edu- 

 cation to your children; that will be a fine work of art." And 

 she bought it. She was long on art, to the extent of $160. 



Now, my friends, when it comes to the will type, the will 

 type of fellow will swell out; they kind of swell out; they don't 

 stand as though they were at ease, but solidly. They kind of 

 swell out, and they get up a sonorous way with their voices. They 

 kind of impress you and kind of domineer over you, and swell 

 out over you as though they wanted to overawe you and push 

 you along. When they make a gesture they point like that (illus- 

 trating). When the intellectual man points, he points like that 

 ^e ( illustratin g)- The purely intellectual type is selfish; they lack 

 heart. The heart man will point like that (illustrating), but the 

 commander will point like that (illustrating). He swells out be- 

 fore you and stands very firm. He is the boss. Now then, gen- 

 tlemen, how are you going to handle the will type? Well, there 

 is only one thing to do, for we haven't any of the elements of 

 the other two, for they are short on heart, and you can't appeal 

 to esthetics there. He will think that is effeminacy. He can't 



