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to have something to show him; a sample, picture, or some other object appertaining to your busi-
THE POWER OF THE EYE. 35
ness. You will find that after he looks at the object shown him, he will raise his eyes to yours. He will do this every time, and you must be ready for him with a firm, magnetic gaze, and a strong suggestion. If you can keep a man's attention, and can manage to look squarely at him during the interview, you will surely influence him to a greater or lesser extent, unless he is well posted on this subject, in which case it will be very difficult to influence him by direct means. Very few people, however, possess this knowledge, and you need not figure that element into the ordinary calculation. You may find that the other man will begin to feel that you are gaining some sort of influence over him, and he may in self defence endeavor to terminate the interview. This you must not permit, for you have gained an influence and you must follow it up. Do not leave him until you get what you came for.
In this connection
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