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Courtesy, graciousness, and appreciation are valuable assets in dealing with the prospect. Use them. Remember that your speech, your voice, and your manner are you. They are the vital qualities of your personality. They are you in action. You can make them mechanical and ineffectual, with no show of personal interest. On the other hand you can make them human, brimful of personal interest and charm. You can express thoughts and ideas that will persuade and motivate. Dramatize your speech, voice, and manner with imagination, enthusiasm, and color. The Magic Power of Personality is the intensity of think- ing, feeling, and being. It is the harmonious action of all the different mechanisms in the powerhouse. It reflects the spirit 122 THE MAGIC POWER OF PERSONALITY creating a charm that fascinates, animates, magnetizes, and attracts irresistibly. It overcomes all objection and subdues all arguments. It produces an effect on the prospect that impels action. It is the magnet that draws the prospect to you. Develop and use it. It is like finding a gold mine. FIFTEEN |
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