1. No category

HOW
TO
SELL
SPEECH
THROUGH
GrenviUe
By
faiBinliiMi
T*fi*f(T"
and
Boir
to
Boild
Bow
to
Derdop
Hov
to
Road
and
How
to
^Mk
in
How
to
Develop
Cteat
MmmbI
HnauMooa
Talka
The
end
How
and
How
Uaelnl
Great
in
Public
Mail
Gooxac
in
Practical
Bow
to
SpeaUng
Methoda
w
Training
for
Sell
Ifl^noaaptn
of
The
Eagliah
71
Speaking
Speaker
How
to
to
Deraiop
Make
It
Speaker
Speakaia
(
.
-'
^eech
SpeedMa:
for
Public
It
Praetiae
Thioiigh
Maatar
''
Saj
to
Public
a
How
Wofd'Power:
-
Engliah
Notea
of
Speechea
Phraaea
How
Saj:
to
Snceaaainl
Vital
Aadienea
an
Speaking
Without
Speak
SonetUnf
Cbiiat:
Hold
Sennona
Gouxae
to
"
TaUdttg
World'a
Bow
to
Ptablio
to
Mall
The
Them
Meko
to
Speddag
ia
^
Thouaand
Model
Penonelitj
Win
and
Guide
on
Fifteen
mad
Public
Power
Hita
Conplete
Spaocfc
ia
DeeUm
end
Axfoe
to
Fonror
Sdf-Confidfaneo
Speeches
How
KJeiser
and
Wtiian
Than
"
Sell
To
How
Speech
Through
BY
GRENVILLE
Inttruetor
Farmert/y
Yale
School,
in
PubUo,"
Them,"
KLEISER
Author
University,
Bpeeohee
"Great
"Complete
ing," "How
Build
to
^'Telke
of "How
and
to
Quide
DMmMw
Spoah
to
How
Make
to
Bpeak-
PuhUe
Power,"
Mental
Talking/' ate,,
on
Yale
at
Bpeakkig
PubHe
in
ate.
,4
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FUNK
NEW
YORK
LONDON
1920
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386755A
A^-^Orj,
LEr"fOX
TILDJSN
AND
FOUKJDATION8
H
1028
X,
1920,
COPTRIGHT,
KLBISEB
ORBNVILLB
[Printed
in
the
United
Published,
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m'm
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of
Atnerien}
1020
FebruaiT"
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States
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Copyright
ot
the
Under
Pan-American
the
Articles
of
Bepnblics
Augast
11,
the
and
1910
Copyright
the
United
CosTentioii
States,
PREFACE
The
business
is
man
interested
person
^
skill,
talent,
chandise,
of
has
one
every
Sell,whether
something^'^w'
only
subject
the
in
salesmansmi);|k;Pi'a^^
i
the
not
it
be
mer-
experience,
or
service.
This
book
the
to
embraces
business
salesman,
and
preacher,
others,
believed
addrest
to
value
to
that
business
A
it
the
suggestions
be
and
salesman,
in
order
successfulfSnusthave
welJ.TvA
^^
lary, and
X
but
is
of
dently
confi-
cal
practi-
professional
generally.
men
_^
lawyer,
man,
will
class
one
talks
practical
an
be
ability
speaking
pleasant
n^e.
the
to
ade,...e
facilily in expressing
highly
talk
to
voice,
an
vocbu-
his
ideas
PREFACE
clearly
and
convincingly
his
to
Modem
on
greatest
salesmanship,
common
the
of
this
salesman.
the
book
best
is
who
through
speech.
York
August,
the
on
chief
of
has
City,
1919.
fi
the
est
highpart
purpose
and
the
something
GbBNVILLB
New
ily
primar-
stimulate
to
resources
woman
based
efforts
The
dispens
in-
are
success.
demands
sense,
qualifications and
of
^these
"
velop
de-
man
or
to
sell
KTtETBBE.
CONTENTS
*
The
Salesman
The
Business
The
Lawyeb
The
Woman
The
11
Mak
33
59
Speaker
83
Pbeaoheb
115
^
Ttt
L._...
1
THE
SALESMAN
n
"
I
"^
r
i
THE
There
successfnl
world.
For
epitomized
/
^
salesmanship which
PERSONAL
"^A
other
personality
things, proper
courtesy, sincerity,an
faculty
good
is of
man
ity/'
'personal-
embraces
attire
and
the
voice, and
silence.
development
of
achieving
salesmanship.
11
the
Obviously,
of
importance
extreme
desirous
ner,
ingratiatingman-
speaking
of attentive
therefore,
may
poise, self-confidence,tact,
appearance,
a
word
the
'
QUALIFICATIONS
desirable
among
these
convenience
in
ness
busi-
the
generally recognized by
are
be
tions
personal qualifica-
certain
are
for
SALESMAN
ality
personto
success
any
in
)
/\ The
well-developed
of
man
commands
laHtjr
wherever
.
has
f ore
attention
pains
*
attempting
is
based
^/
,^
of
assets
oemen.
prac-
upon
x^
e
/
is
/Intelligent optimism
greatest
and
other
influence
to
Itiqalknowledge. /",,
'
respect
himself
master
to
"j(Hi^ self-reliance
^
and
success."ifrHe
passporis^to
are
taken
person-
goes.-^Hisspeech
he
manner
SPEECH
THROUGH
SELL
TO
HOW
of
one
the
The
,
who
man
for
well-established
has
article
he
has
sell will
to
diflScultyin securing
is
fulness
an
men
attention
to
Well-cut
making
personal
.*.Cheercessful
suc-
advantage.
give
special
appearance.
immaculate
clothes,
linen,
liness
face, polished shoes, clean-
clean-shaven
of
his
little
which
best
the
should
salesman
^VThe
to
to
force
the
in
have
business.
attractive
use
reasons
and
himself
in
believing
body^
"
a
these
favorable
12
are
"
"
salesman.
a
^/
"-"
indispensable
impression
upon
SALESMAN
THE
other
men,^
the
These
outward
and
character
taste
cate
signs indiof the
man
himself.
-^he
old
like
a
saying,
progressive
himself
men
finds
of
host
a
mentioned
seeking
to
his
The
him.
serve
society
he
"
and
friends
tion
atten-
and
appearance
qualities previously
of
class
the
to
ceeds
suc-
true.^When
^by intelligent
"
personal
to
Nothing
is still
success,"
elects
man
**
that
the
soon
ances
acquaintanxious
and
still follows
crowd
leader.
the
It
is
himself
of
his
of
confidence
best
results
greatly
has
a
'jipVhen
of
his
those
about
efforts
enhanced.
js
are
avail
for
proper
he
himself, this quality
itself to
the
he
self-reliance.
in
to
man
a
opportunities
unless
advancement
degree
for
impossible
him
has
municates
com-
and
thereby
rr
I
THROUGH
SELL
TO
HOW
HOW
TO
BECOME
SPEECH
SUCCESSFUL
A
SALESMAN
Here
for
are
specific suggestions
some
developing successful
^1. Know
what
first
must
merits
hope
mentally
you
your
mind
people in
to
will be
the
memorized
**
is most
suitable
In
defined
-{^All
bear
ideas
what
you
ideas
available
have
the
reasons
favorably
other
way.
to your
sell
a
do
method
perament.
particular tem-
mind
and
ready
14
use
some
event, have
in your
for
upon
likely to affect
yourself which
to
the
article
successfully
any
vince
con-
out
sell the
sales-talk,*'and
for
Judge
.
same
salesmen
Some
not.
y ourself
bring
can
sell before
to
think
detail, and
to
the
of
successfully to
^i^
Therefore
others,
subject in
desire
you
:
You
to say.
yourself
convince
can
you
want
you
what
of
salesmanship
use,
clearly
regarding
keep
such
SALESMAN
THE
"When
the
of
the
article
put
your
ideas
merits
This
but
will
only tend
not
will
enable
critically
carefully analyzed
have
you
and
into
writing.
them
examine
to
such
make
sideration,
con-
clarify them,
to
you
to
under
changes
as
desirable.
seem
is
There
to
inner
realization
your
wish
about
sell.
to
When
you
little
difficulty in
Speak
simple
you
lose
to
articulation
marks
of
is
part
of
one
will
have
effectively.
great
v!
portance.
im-
indistinctly
the
customer's
"
must
use
merely
you-"^5^
understand
is
of
one
speak
he
you
apparently
This
you
which
attention
trying
that
it
saying
suggestion
If
you
say,
distinctly.
what
clearly know
you
to
want
the
as
of
merits
the
so
thoroughly
being
of
what
-^2.
add
self-confidence
much
informed
will
that
nothing
of
culture.
15
the
in
distinct
unmistakable
HOW
SELL
TO
THROUGH
SPEECH
.
;^
"
I
/: There
is
the
proving
for
exercise
better
no
enunciation
the
and
im-
ing
speak-
^
voice
five
ing,
V
.
i
pros'fe.-^T^e
princiminS,"
in
keep
breathe
to
are
standard
a
while
deeply,
readthe
open
^
'
/
to
for
daily,
from
English
of
pal things
"
alond
read
to
minutes,
ten
or
writer
if
than
mouth
well,
;**^- endeavor
fuli
"tA
I
'
'
bring
to
of
tones
articulate
well-modulated
value
ing
attention
the
out
and
clear, deep,
voice.
the
timable
distinctly,
is
voice
to
of
in
salesman
a
inessecur-
.
the
extremes
harshness,
and
should
be
^'-K'The quiet,
\^'
voice
of
tomer.-^
cus-
ness,
pitch, loudundesirable
other
avoided.
carefully
natural
pure,
the
are
prospective
a
Hence
qualities
'
of
of
tones
the
effective.
most
t
,
"
^^
'''*\,
3.
ing,
Speak
so
in
As
slowly.
in
public speak-
salesmanship,M;he
who
man
C^
speaks
^\ \
//
weight
deliberately
than
the
carries,
greater
rapid-fire speaker.
16
The
V
TO
HOW
and
exaggerate
Good
subtle
'/
tion,
tempta-
every
promising,
or
to
mislead.
or
to-day is founded
business
is
Honesty
truth.
SPEECH
to avoid
consequently
however
I
THROUGH
SE^.L
upon
longer
no
recom-
/M
^jnended merely as the best policy^but
^/
^f^ as the best principle. Any other method
of
Answer
If
to
frame
language
that
yourself
should
The
honest
the
m
his
place
will
and
the
putting
by
how
realize
the
you
it.
answer
mental
clear
such
question from
viewpoint,
customer's
always
they will fully satisfy
See
questioner.
them,
Try
in
answers
your
lessly.
fear-
and
answer
hesitation.
without
so
not
can
you
garded
re-
unwise.
frankly
questions
be
now
short-sighted and
as
say
would
business
doing
intention
reflect
voice, speech, and
integrity
itself
to
in
manner.
and
character
18
strictly
be
your
Your
will
face,
sonal
perun-
^
vr
SALESMAN
THE
consciously disclose
themselves
words
the
and
use
you
formulate
you
and
in
way
than
from
degree
salesman
a
deviate
to
has
merely
customer
A
remark.
ent
be
to
repelled
inaccurate
a
slightest
truth.
Many
prospective
a
inadvert-
an
not
can
his
in
lose
to
through
salesman
your
the
in
strict
the
the
which
emphasize
rather
arguments.^Prefer
.sale
in
afford
statements
or
assertions.
is'^a subtle
Exaggeration
of
form
itself
disho".t..^tWn^fest
i.^.,.
undue
make
emphasis,
too
sale,
an
a
persuade
a
in
attempt
reluctant
is
exaggeration
not
or
anxiety
much
to
to
over-
customer.Vir^Such
in
dishonest
should
intention, and
effect, if
lously
sedu-
be
avoided.
,,^
In
salesmanship''the
culiar
It
will
languagemnd
not
do
to
eye
power
say
19
one
has
a
of its
peown.
thing and
thing
^nk'This
4.
look
to
directly
is
it
at
a
customer.
a
communication
eye-to-eye
good
has
a
.
^^
"^
and
magnetic
^'^
in
secured
be
to
tion.
^
^
If
**how/'
tively,
,w
choose
solve
and
in
at
line
yourself
will
part
your
be
inclined
interval
explanation.
Ee-
antagonize
him.
to
to
listen
courteously
resentment
quickly sensed
militate
against
be
success.^^/Always
chances
of
to
generously
pass
of
Mental
and
customer
is
sayj'^istenatten-
not
objections.
to
explana-
"convenient
a
case
any
and
customer
you
another
Accustom
J^
the
what
dispute
distin-
*^why'^"*Snorethan
,s
to
not
way.
tilearly
argument
Emphasize
^
other
any
argument,
between
guish
influence
convincing
5. Avoid
u^.
SPEECH
Moreover,
another.
xlook
^^
THROUGH
SELL
TO
HOW
over
his
find
it
on
by the
your
ready
prejudices
foibles.
and
Many
waive
salesmen
their
opinions,
-
20
but
difficult
insist
upon
to
THE
arguing
SALESMAN
point
a
conclusion
the
' '
due
to' tact
of
pf
the
nor
A
a
alertness
said
him
to
quickly
change
he
when
sees
he
when
it
when
'Whether
leave
too
gence
intelli-
the
knows
and
by
has
he
time
is
made
not.
or
Thus
to
He
enough,
time
stayiug
has
listening
to
desirable.
sale
part
salesman
a
by
salesman
good
talking
is
for
the
jPrincipally
and
much,
too
and
has
chiefly
man^s
does
time?
waste
talking
long.
How
own.
usually
it
is
on
other
the
waste
your
from
forbearance
to
**not
sale
good
a
the
salesman.
DonH
6.
decides
tentimes
"
that
being
customer
and
conclusion
a
usually
prospective
buy.
to
out
the
wide-awake
his
conserves
and
is therefore
his
next
the
he
time
better
What
customer.
importance,
retains
21
ciously
judi-
salesman
his
and
energy,
equipped
is
of
for
vital
self-respect
TO
HOW
of
waste
avoiding
by
THROUGH
SELL
SPEECH
and
time
words,
energy.
is
There
in
words
Few
all
of
long time
7.
Keep
inform
merits
of
The
funny
^adhere
talk
salesmen.
have
neither
listen
to
stories
them.
to
will
plish
accom-
^discursiveness
like
telling
promiscuous
class
sell, and
to
politics, and
stories
a
essential
the
have
you
than
weather,
take
and
Thoroughly
to
Straight-to-the-point
the
ing
noth-
have
say
as
possible
more
daily
are
who
essentials.
what
as
and
it.
say
to
clear
men
to
yourself
far
as
to
of
art
time-filchers
importance
business.
of
Business
speech.
victims
of
the
of
expenditure
departments
possess
men
Concise
prodigal
a
is
taboo
now
Busy
time
nor
and
22
of
about
subjects.
jokes
and^
high-
by
business
men
inclination
experiences
which
to
have
no
in
ter
THE
SALESMAN
direct
bearing
upon
familiarity.
There
who
hy
slap
him
cnstomer
a
by his
first
which
warned.
is
a'*^roperdegree
himself,
and
salesman
The
friendly'^
good
9.
similar
against
congeniality.
man
who
man
of
undue
who
self-
familiarity.
becomes
'*too
lose
a
ready
to
unconsciously
may
spects
re-
customer.
jlexihility. Be
Cultivate
adapt
talk
of
no
in
indulges
respect
and
him
incompatible
not
the
most
respect
seize
emphatically
been
Dignity
Men
or
contempt
have
men
baek^
the
these
that
Dreed
habits
men
sales-
are
on
name^
but
coat-button,
a
with
mat-
hand.
8, Avoid
call
the
style of approach
your
to
special
the
A
you.
productive
Keep
your
the
mind
best
fore
be-
is not
method
results.
always
28
sales-
circumstances
stereotyped
of
and
open
to
help-
I
TO
HOW
ful
one
"^^
^;"
V':.r^
are
detrimental
can
learn
of
attitude
win
progress.
from
every
Moreover,
the
mental
readiness
learn
to
Avill gratify them
others
to
real
to
ance
ignor-
and
something
ir
meet,
you
SPEECH
Prejudice
suggestions.
You
fA
THROUGH
SELL
from
them
your
viewpoint.
and
from
much
do
considera-
favorable
,*""
tion
of
10.
self-control. Tour
Cultivate
work
as
and
You
to
in
present
the
have
to
must
merits
sell, but
of
only
vince
con-
able
be
and^mipressive
article
the
you
have
must
you
to
prospective
not
clear
a
is
the
persuade
customer.
manner
salesman
a
cipal
prin-
such
^
complete
fully
meet
your
self-control
all
in
a
form
new
conditions, and
and
can-^tact-
you
objectionsj quickly
ideas
unexpected
gracious
that
courteous
'even
ble
assem-
to
suit
be*genuinely
under
ing
try-
circumstances.
Tact, adaptability, and
good
nature
HOW
TO
line
of
THROUGH
SELL
business.
study of words
You
are
for concrete
object is
ideas.
As
him
a
dazzle
to
show
your
impress
the
natural
afe
not
the
the listener's mind.
upon
Simple words
and
These
desirable,since they make
least demand
with
moments.
short, simple words.
the most
able
profit-
delightfuland
a
the
make
can
pastime for leisure
Use
SPEECH
of
medium
salesman
the
your
customer
but
language,
favorably with
to
ideas
your
reasons.
12.
Study the
of listening.This
art
%
\
is often
quite
of
speaking, and
is
rare.
In
apart from
There
makes
are
man^
the
by
is
the
as
valuable
as
ai't
as
it
daily conversation
your
habits
correct
f'"
important
serve
salesmanship, closely ob-
your
f
as
of
every
times
speech and
fault.
when
sale to himself
remaining
gently
dili-
a
customer
if the
sales-
discreetly silent,
26
I
4
the
sale
a
reasonable
other
has
hand,
been
When
man,
which
eloquence
of
have
a
learn
to
to
use
is
tendency
The
quite
of
to
things
you.
often
eloquence
the
as
and
the
to
opportunity
an
silence
of
effective
Men
ideas
be
may
loquacity.
attentively
have
you
promising
a
by
listen
his
study
opportunity.
many
ruined
you
other
to
SALESMAN
him
gives
On
THE
as
speech.
their
scatter
\
energies,
but
concentration
oughness
are
disti^ishingmarks
successful
the
of
obstacles
13.
^As
no
must
adapt
Cultivate
have
customers
yourself
circumstances.
are
ability
and
quickly
If
you
27
of
flabbia
man
uses
1?o achievement.
reasoning
your
the
thor-
concentration
and
stepping-stones
as
two
difficulty, but
to
will
developed
Mental
salesmi"in.
capitulates
ness
and
powers.
alike,
readiness
to
you
to
unforeseen
depend
simply
HOW
likely
will
be
first
formidable
have
immediate
-^You
in
the
regular
and
writer's
to
you
your
of
that
your
body
in
thoughts
are
clear
the
ground
be
in
few
a
that
sure
its
order.
have
you
it
good
plan
powers
is
as
you
read,
subject
28
day.
you
ceed,
pro-
at
each
mentally
if
venient,
con-
friend.
a
to
your
each
or,
improving
day.-JcEeview
found,
"pro-
grasp
for
self-examination
the
and
-^CThen
with
over
^by
"
which
pages
good
you
exercise.
daily
systematic
read
mental
your
way
same
muscles
talk
the
develop
the
what
keen
the
reasoning
your
difficulties
use
and
thought
a
if
book,
and
4CA
difficulty?^But
great
a
review
at
highly
can
develop
^CMake
you
advantage.
faculties
Select
-JC
' '
defeat
trained
will
you
sales-talk,
suffer
to
properly
powers,
SPEECH
**
memorized
a
upon
THROUGH
SELL
TO
the
tal
men-
yourself
to
the
of
thought
close
habits,
THE
what
SALESMAN
have
you
achieved,
actually
the
best
needed
is
he
his
utmost
confronted
He
and
do
right
is
Nothing
him
at
such
of
sound
iHrWhen
severe
with
your
and
or
eliminate
foundation
them,
of
that
sourcefulness
re-
at
to
the
able
indispensthan
the
session
pos-
sense.
and
faults
defects
own
seek
the
prompt
is
able.
valu-
uncompromisingly
are
you
to
thing
common
personal
of
tax
how
Here, again, self-analysis
correction
tions
condi-
know
more
times
by
mental
and
must
the
say
right time.
to
which
patience
is
because
salesman,
emergencies
common
un-
sense
common
the
by
The
sense^
of
constantly
and
sider
con-
improving
for
common
faculty
much
carefully
means
Cultivate
^14.
and
methods.
general
your
and
planned, attempted,
earnestly
you
rare
29
are
common
and
to
comings,
shortcorrect
laying
the
sense
HOW
TO
vital
so
have
there
as
trained
the
field
such
been
ship
salesman-
of
for
to-day
are
ability
demand
have
in
success.
before
never
opportunities
SPEECH
business
preeminent
to
There
The
THROUGH
SELL
of
men
resourcefulness.
and
is insistent
for
who
those
initiative, self-confidence, and
sonal
per-
efficiency.
"jjIfYou
should
of
degree
a
few
iiAs
culture
speech
part
a
each
day
of
powers
least
subject.
develop
expression
increasing
constantly
your
at
this
to
large
in
devote
systematically
you
how
plays
and
success,
minutes
realize
to
try
your
will
you
find
for
scope
your
abilities.
ttUnquestionably
progressive
business
world,
every
awarded
prizes
other
to
place
but
fit
plan and
great
there
in
a
for
cant,
big, signifiin
you
for
it. tThe
salesmanship,
of
fit and
80
the
gently
intelli-
must
you
yourself
field
the
is
endeavor,
wprtby.
as
in
are
THE
BUSINESS
81
MAN
HOW
TO
SELL
SPEECH
THROUGH
AN
AS
SPEECH
INDICATION
OF
CHARACTER
i^Vf^eknow
from
successful
highly
himself
and
ner,
his
favorable
'IrHe
only
not
he
way
them
man-
marks
hallmake
other
upon
he
His
it.
says
and
instantly
attention
what
claims
pro-
unmistakable
impression
by
the
man
speech
personality
and
approval
but
says,
men.
the
by
voice, enunciation,
and
pronunciation,
with
his
these
commands
that
business
by
that
of
a
observation
expression
and
authority
carry
impressive-
ness.
The
head
but
an
in
for
him.
imitate
a
business
the
ally,
natur-
these
84
sets
him.
and
are
other
voice
well-modulated
manner,
under
tones
associates
-^ On
house
unconsciously,
those
strident
his
manner,
a
perhaps
example
speaks
uses
of
in
If
gruflf
a
likely
qualities
to
if he
hand,
and
he
a
tend
cious
grato
THE
BUSINESS
communicate
MAN
themselves
those
to
about
him.
This
is likewise
and
qualities,
this
in
in
their
quality
customers,
such
of
trust
structure
of
has
a
in
find
are
in
ideas
finding
their
and
confidence.
into
lives.
85
world
is
business
purpose
improvement
the
BUSINESS
personal
every-day
becomes
"^Thus
springs
larger
phere
atmos-
business
modem
bringing
and
house
mutual
secret
and
powers
new
that
the
touching
the
MODERN
IN
feeling
same
that
entire
DEVELOPMENTS
"^e
the
veys
con-
employees.
respect.
its foundation
self
him-
silently
his
business
the
self-
of
so
he
so
and
personal
employer
to
inspire
turn
of
one
the
self-confident,
is
*rhey
particularly
lArWhen
confidence.
of other
true
are
of
use
men's
many
forces.
Men
and
scope
tion
Reconstruc-
constantly
HOW
TO
going
THROUGH
SELL
and
on,
helpful
They
reading,
"/
We
subjects,
;
personality
as,
value
the
employers
its
and
how
to
ideals;
speech
and
the
of
and
practical
effective
develop
ture,
culfor
chiefly
more
such
too, studying
them,
subjects
tween
character
themselves
making
/
efficient.
and
asset
practical
training, physical
of
find
to
business.
their
speaking,
kindred
purpose
sue
pur-
view
a
efficiency,
memory
and
capable
in
business
English,
with
subject
of
some
regularly
years,
public
study
before.
ever
men,
results
the
utilizing
the
in
advanced
a
'
than
business
^Intelligent
ciency
effi-
personal
greater
is demanded
them
SPEECH
a
employees;
how
results;
in
respective
value
of
B6
betem
sys-
power
written
to
ship;
salesmanness
busi-
emergencies;
silence; the
ness
busi-
cooperation
speech
meet
the
as
cial
spe-
uses
of
of
gestion;
sug-
instruc-
/.
1
THE
BUSINESS
the
tiona;
value
of
and
letters;
business
;
the
portance,
im-
the
of
preparation
the
of
development
and
sagacity
QUALITIES
business
self-analysis;
use,
business
in
courtesy
;
regular
follow-up
effective
of
art
letter-writing
MAN
common
sense.
ESSENTIAL
BUSINESS
TO
SUCCESS
Some
months
with
imprest
self-analysis
a
special
that
fifty personal
as
I
essential
suggested
should
that
carefully
qualities, and
efforts
found
in
then
Following
prising
com-
success.
business
his
of
each
the
87
mate
approxi-
his
concentrate
those
man
these
in
conspicuously
are
the
purpose,
consider
developing
himself
of
prepared
business
the
in
percentage
ter
bet-
qualities regarded
large
to
I
foundly
pro-
for
part
this
for
so
need
the
man,
chart
was
the
on
business
average
I
ago
fifty
which
fifty
best
he
weak.
qualities
TO
HOW
SELL
enumerated
THROUGH
SPEECH
Accuracy,
:
adaptability,
alertness, ambitioil, concentratiorf,
fidence;^ courage^ courtesy,
faith, foresight,
independence,
honesty,
inittativ^,integrity; judgment,
orderliness,
loyalty, nobility, optimism,
patience,
persistence, precision,
prudence,
punctuality,
reliability? resourcefulness;
sincerity, stamina,
titude,
promp-
purpose,
self-control,
sympathy,
he
self
cent,
in
cent,
in
that
run
illustration
-analysis,
had
he
**
was
to
check
He
his
allowing
his
and
only
88
per
40
at
per
once
hopefuhiess
judgment,
his
80
at
saw
of
found
man
himself
prudence.*'
with
away
business
optimism*'
value
the
of
a
marked
**
thrift,
vigilance, vigor,^ zeal.
truthfulness,
an
perance,
tem-
tact,
tenacity,^ thoroughness,
this
estness,
earn-
efficiency,enthusiasm,
economy,
As
terminat
de-
decision,
diligence, discretion,
industry,
con-
optimism
and
and
to
ceeded
proto
THE
develop
The
further
results
weeks
BUSINESS
which
SYSTEM
him
of
haste
having
man.
of
in
It
without
ume
vol-
undue
him
upon
always
time
His
itself
few
tical
prac-
large
a
confers
It
definite
from
come
and
place
systematic
mind,
makes
day,
instead
pleasure
for
flecting
re-
desk
well-ordered
a
well-planned
a
business
which
everything.
a
great
matters
friction.
a
of
dispose
detailed
or
is
the
to
a
HABIT
AND
mind
advantages
and
MIND
to
within
gratifying.
OF
value
the
followed
systematic
enables
faculty of prudence.
most
were
A
his
MAN
his
of
an
cupation
oc-
some
irk-
task.
business
Some
men
state
of
This
is detrimental
At
their
the
and
hurry
end
of
physical
a
and
in
are
excitement.
nervous
to
year
mental
3?
constant
a
the
best
such
results.
men
resources
find
d^-
HOW
TO
SELL
without
pleted
have
They
as
should
safeguard
of
frictions
so
the
he
lose
to
Mental
poise
the
against
petty
life
business
daily
conduct.
himself
him
which
men.
many
BUSINESS
THE
of
mind.
of
cultivate
provocation,
permit
never
harass
of
victims
habit
what
tranquillity
will
return.
should
man
uniform
a
matter
his
unconscious
business
The
poise
adequate
any
been
SPEECH
effort.
scattered
No
THROUGH
VALUE
OF
VOICE
CULTIVATION
The
business
average
spends
a
large
He
he
meets
or
than
he
Hence
is
of
dictates
in
versation.
con-
speak
to
day
to
and
customers.
letters, telephones,
callers, he
generally
his
obliged
subordinates,
managers,
Whether
part
necessarily
man
uses
his
voice
more
realizes.
the
importance
and
using
his
40
to
voice
him
of
tivating
cul-
correctly,
^
HOW
TO
self
THROUGH
SELL
against indolence.
delegate details
to
not
to
energies
the
To-day
others,
to
apply
may
important
more
his
advance
to
be
must
ters,
mat-
desire
of their
to his
habits
in
make
of
success.
self
him-
seemingly
his business
advance
stock
be
avail
however
must
must
larger
date, and
to
will
He
and
ideas
everything,
interests.
man
toward
up
which
trifling,
good
duties
business
in
progressive
of
like
men
things easy.'*
take
order
and
simply because
but
**to
Some
they themselves
that
so
their
He
SPEECH
constant
knowledge
quisitions
ac-
and
sense.
HIGHEST
THE
The
most
TYPE
admirable
business
courteous
OF
type
is
man
BUSINESS
His
and
manner.
and
impressive,
of
in
personality
due
not
48
ful
success-
simple, dignified,
self-confident
and
MAN
speech
is strong
to boastfulness
THE
BUSINESS
egotism,
or
but
character
of
man
carries
with
evidences
it
in
right
is
and
his
of
and
seasoned
is
There
then
afl"rm
shortly
desire
it
in
Again,
man
of
his
in
firmatio
af-
will
idea
and
in your
Form
of
over
observe
becoming
kind
the
desire
you
gradually
your
power
defined
over
you
is
because
reiteration.
self-confident
of
the
commands
and
tremendous
a
clearly
a
in
sense.
and
mind
and
carriage
aggressiveness
approval
common
his
in
himself
from
opinionativeness,
attention
observe
manner,
in
sure
free
way,
You
success.
language,
business
unmistakable
certain
his
He
attire.
in
leadership
speech
and
developed
discipline.
him
of
his
voice
and
of
of
fineness
deportment
years
The
of
because
and
through
MAN
to
again,
that
be,
and
such
ized
material-
life.
it is
of
great
48
practical
value
HOW
TO
to
the
assume
man
erect,
your
level,
and
attitude
self -faith
of
of
few
a
they
this
and
chin
back,
mental
a
independence.
effort, continued
an
will
be
certain
as
as
gratifying.
OF
BENEFITS
*
INTELLIGENT
OPTIMISljJ.,
of
intelligently optimistic attitude
An
mind
is
Some
attractive
an
they
systematically
known
are
They
force
possessing
men,
are
of
such
days,
are
THB
well
with
couple
the
yourself
Hold
be.
to
of
attitude
shoulders
results
for
SPEECH
physical
wish
you
The
THROUGH
SELL
drive
people from
complaint
constant
business.
brains
them
and
ity,
abil-
and
shunned
chronic
as
in
because
grumblers.
by
a
habit
pessimistic
foreboding.
There
wise,
right,
kinds
otherwise.
and
optimist
be
two
are
not
only
but
works
of
The
believes
optimists
intelligent
things
diligently
44
"
to
will
make
THE
them
BUSINESS
He
so.
ordered
for
tends
and
the
the
of
the
the
best
great
in
the
most
of
in
aU
upon
He
that
toward
value
knows
others
His
frown.
a
with
up
business
of
mist
opti-
make
is the
faith
the
an
one
life
daily
associates.
successful
highly
the
for.
gent
Intelliast,
enthusiforce
driving
enterprise.
great
knows
life.
his
enthusiasm
The
looks
augmenting
will
optimisni
and
increased
he
out
for
only
him
The
while
courage
tion
disposi-
look
what
the
good,
The
to
is
world
intimately bound
achievement.
himself,
the
gives
finding
is
gets
and
toward
life
the
that
best,
optimist
Optimism
everything
beautiful.
in
advantage
for
thinks
inevitably
true,
MAN
of
cheerfulness
the
between
in
smile
a
experience
has
is
45
a
vital
daily
effect
and
taught
pleasant
world
man
in
difference
uniformly
the
business
a
him
attitude
way
to
HOW
TO
SELL
business.
attract
has
probably
Like
is not
It
.y'
to
a
large
a
to
in
business
who
does
of
ready
man
measure
self-faith,and
*'Give
sings
the
at
of
music.
to
make
The
harmony
spheres.
its
powers
himself
is
Carlyle
do
who
man
do
:
in
more
it better
^he
"
is scarcely
he
marches
are
said
revolve
the
in
to
their
of
strength
altogether past calculation
of
Promptitude
confidence.
the
One
they
Wondrous
cheerfulness,
in
as
sible
impospossess
Says
stars
very
eminent
pre-
cheerfulness,
whilst
fatigue
is
will
longer.
persevere
sensible
He
^he will
"
as
that
not
us,
work!
time
same
will
his
them
say
optimism.
oh, give
us,
pointments
disap-
others.
much
success
of
share
from
too
he
men,
conceals
he
possible
as
other
full
his
but
far
SPEECH
THROUGH
endurance.*'
poise and
promotes
When
a
a
business
reasonable
46
man
margin
selflows
al-
of
THE
time,
BUSINESS
that
so
he
thereby
since
he
and
at
is free
and
slipshod
the
of
man
cultivates
the
beset
in
who
assiduously
desirable
line
of
qualities
punctuality,
courtesy,
direct
unpunctual
Unquestionably
worker.
self-confidence,
is
Such
haste, anxiety,
the
business
cheerfulness,
He
advantage,
constant
from
the
gains
himself.
trust
a
which
worry
he
his
self-reliance.
to
works
man
a
in
punctual
promises,
in
immeasurably
learns
be
can
and
engagements
MAN
tion,
determina-
and
for
ularity,
reg-
distinguished
success.
BUSINESS
THE
PRINCIPLES
OP
A
GREAT
MERCHANT
The
man
John
the
latent
is
well
idea
of
shopper
in
When
combining
under
could
a
one
make
47
brain
the
illustrated
Wanamaker.
businesses
the
in
power
the
he
of
of
case
conceived
of
number
roof,
his
one
so
tail
re-
that
purchases
HOW
TO
most
THROUGH
SELL
conveniently
at
of
it
him
for
livered
de-
them
have
the
was
ning
begin-
which
enterprise
an
won
cess.
and
time,
one
SPEECH
quently
subse-
preeminent
suc^
"
It
is
interesting
ideas
business
to
which
upon
has
house
the
study
this
successful
built.
been
cardinal
principles which
animated
founder
from
he
the
plan
1.
A
were
the
time
these
different
mental
funda-
The
the
conceived
:
business
from
any
that
existed.
2.
A
higher
motive
than
cash
mere
profit.
3.
An
4.
Accuracy
These
unvacillating
were
indispensable
in
word
these
were
and
augmented
elements
integrity, industry,
to
system.
and
added
48
print.
by
of
an
the
the
four
intelligence,
ideal.
Again,
qualities
of
HOW
TO
SELL
THROUGH
delegate responsibility,
that
he
train
has
and
educate
house
solely
account
on
which
is not
in
a
the
to
wise
and
to
a
tactful
condemn
a
condenming
executive
endure.
ployee.
em-
supreme
put
is
self
him-
however
in
a
large
A
judgment.
how
knows
without
man.
disciplines
50
the
and
place,
employer
the
couragement.
en-
in
can
sound
emasculating.
ness
useful-
not
can
be, he
method
man
relationship
however
man's
a
proper
employer
it may
form
his
tolerance
man,
other
subordinate
way
of
authority,
and
power
for
between
When
good
a
business
need
relationship
his
lack
of
to
Many
limiting
cooperative
is
There
trouble
men.
lost
of
A
acknowledges
the
such
has
because
or
he
taken
not
business
SPEECH
sarily
neces-
The
erant
tol-
without
BUSINESS^MAN
THE
QUALITIES
THE
OF
LEADER
IN
BUSINESS
is
Leadership
always
Arrogance
m
The
husvness
true
the
he
the
so
proceed
from
withont
undue
and
playtime,
mental
It
about
have
everything
clear
off
your
and
in
be
a
is
daily
a
For
matters.
ample,
ex-
plan
general
other
and
rules
cast-iron
promptly
51
regular
standard.
high
desk
can
next
physical
business.
your
he
has
his
work
the
to
worry,
well
to
that
He
haste.
to
it may
them.
thing
keeps
men
plans Ms
efficiency up
is not
makes
definitely
habits, avoids
qualities
He
leader
one
mity,
magnani-
these
trusting
and
carefully
in his
and
him.
intelligent
possesses
justice, veracity,
inspires
by
trustworthy
The
of
around
men
weakness.
leader
cooperation,
and
in
is
form
a/ny
fine qucAities
confidence,
constructive.
to
of
spondence
corre-
The
habit
HOW
TO
of
is
despatch
But
one.
THROUGH
SELL
there
unusual
order
do
to
to
in
unwise
to
simply
because
It is
with
pad
him
give
of
his
to
The
must
have
rule
keep
to
regular
what
place
of
perspective
and
secure,
mentally
ample
He
time
for
should
52
can
away
and
business,
down
he
new
will
This
which
he
will
can
return
stimulated.
creative
has
who
man
going
him.
to
occur
thinking.
busy
a
pencil jotting
and
a
THINKING
QUIET
occasionally
by
business
man
be
instant
the
on
two.
or
would
it
your
OF
otherwise
not
it
of
sary
neces-
day
a
in
clear.
which
ideas
and
be
may
case
a
dispose
accomplish
his
for
such
surprizing
from
which
letter
a
justice it
BENEFITS
THE
valuable
and
consideration,
it aside
put
desk
be
may
it
Manifestly
your
desirable
a
requires
SPEECH
work
quiet
have
a
to
do
tive
consecu-
place
to
THE
which
he
retire
can
^Hhink
and
results
wiU
When
a
the
rushed
**I'm
than
mastering
allowing
his
work
other
is
It
The
to
man
two
or
proceed
them
himself:
more
most
of
a
to
me
they
little
that
means
work
he
him.
Under
at
trip
a
is
stant
con-
are
or
some
are
productive
**What
to-day
do
to
he
day.
58
are
f
Tho
is
the
important
and
concentrate
done.
else,
business
the
vitally
promptly
until
busy,'*
chances
for
plan
ask
for
things
fishing
says,
relaxation.
good
a
him
works
he
a
of
form
it
master
disadvantage.
needs
repay
too
his
to
circumstances
he
**I*m
death/'
of
that
tical
prac-
habitually
man
time/*
to
the
spent.
instead
such
that
more
business
haven't
*^I
find
thus
time
the
ruption.
inter-
without
out^'
will
intervals
certain
at
things
He
for
MAN
BUSINESS
then
then
upon
he
plishes
accom-
certain
HOW
TO
SELL
business
Some
and
are
known
They
come
bores
and
There
shunned.
between
should
he
in
is
lives
a
the
due
to
when
the
to
lines.
matter
silence.
conduct
sees
coveted
Many
with
no
men
exceptional
real
achievement.
great
nearer
and
indefinite,
limited, haphazard,
upon
toward
day
medium
men
make
the
ally
systematic-
happy
business
opportunities
of
to
EFFICIENCY
ability and
marked
about
about
unscientific
of
often
are
BUSINESS
of
much,
ultimately
give preference
Thousands
too
silence,
doubt
DEVELOPING
their
too
is
and
speech
man
a
talk
talk
to
as
SPEECH
men
prone
themselves.
be
THROUGH
progress
close
The
them
apparently
goal.
This
indifferent
or
is
no
largely
imprudent
plan^
ning.
Thousands
in
bondage
of
to
are
in
circumstances,
or
men,
54
too,
a
rut,
com-
THE
mitted
BUSINESS
trifling
to
from
which
their
to
and
powers
fit themselves
plan
such
embracing
for
for
only
perhaps
their
business
change
to
for
develop
can
abilities
large
half
an
as
so
A
success.
hour
a
day,
and
interesting subjects
of
as
ality,
person-
English, will-power,
salesmanship
character
fit them
frankly
self-culture, involving
good
memory,
system,
satisfied
dis-
are
but
training, development
speech
and
however,
men,
latent
simple
They
inability
not
can
better.
such
their
tasks,
seemingly
discouraged,
acknowledge
AU
tedious
themselves.
and
the
and
they
emancipate
for
MAN
reading,
and
will
opportunities
honorable
world.
?"f
advertising,
rapidly*
and
distinction
large
en-
steadily
in
the
"
""
ih
"if.
":i-
LAWYER
THE
The
primary
long
addresses
elsewhere,
the
on
too
a
the
indefinite
an
hour,
saying
could
be
THE
It
his
now
the
to
is
the
part
rests
matter
and
inspiration.
result
his
speaking
to
what,
if
much
better
upon
of
diffuseness.
by
59
and
lawyer
more
to
do
which
stigma
legal
this
pared,
pre-
EXPRESSION
the
the
occupies
carefully
every
remove
is
minutes.
ten
of
duty
accomplish
He
CONCISE
FOR
NEED
trusts
words
in
said
effectively
In
assembles
largely
and
discursive.
and
tion
prepara-
simply
he
or
speaker.
the
of
for
inevitable
court-room
thorough
ideas,
occasion
an
of
part
leading
few
As
lack
the
instances
many
to
in
is
inordinately
of
cause
in
profession
He
imposing
can
help
upon
HOW
TO
himself
THROUGH
SELL
all
at
times
strict
simplicity, clearness,
There
speech.
for
is
thorough
a
of
is
the
in
sense
would
of
In
Man
in
Wells,
the
the
of
common
of
justice
lamentable
present
unusual
Court,''
The
cooperate
administration
busy
with
their
that
academic
lawyer ^s duty
the
lawyers,
with
the
fault
they
judges
justice, and
own
question
is first
60
to
of
the
that
of
the
say,
do
in
the
are
Here
game.
:
with
feel
judges
are
of
passage
discontented
the
deficiencies
DeWitt
significant
are
while
courts,
interest, **The
Frederic
by
is this
lawyers
lawyers.
not
It
time.
there
*^The
the
and
of
application
the
book
a
ernization
mod-
technicalities.
empty
remedy
waste
and
administration
the
of
demand
insistent
an
to
as
conciseness
legal procedure,
of
that
and
rules
simplification
elimination
felt
SPEECH
too
enters
whether
court
a
and
THE
justice,
or
defend
a
The
first
is
advocate
of
all
for
his
time.
his
He
is
he
best
keeps
promoted
justice
to
by
the
his
brain
client.
He
him
a
set
to
and
speech
he
of
few
practise
will
be
of
for
amply
61
of
highest
He
each
the
which
his
ble
possishould
day
art
time
repaid,
his
upon
develop
to
the
minutes
owes
devolves
effectiveness.
of
speaking,
effort
is
lawyer
product
there
of
a
does,
rules
the
the
best
duty
apart
study
the
tongue,
degree
doubtedly
un-
Justice
heeding
profound
powers
is
he
rules.
then, that
client
and
and
utmost.'*
Assimiing,
to
agent
brain,
tongue,
the
to
the
reason
great
justified in whatever
if
is
the
is the
his
to
guilty?
first, foremost,
That
He
cUent;
belong
energy
be
to
client
existence.
his
for
knows
he
should
"
sophomoric.
his
the
client
his
to
he
man
dispute
and
LAWYER
of
for
fective
efand
HOW
TO
THB
THROUGH
SELL
VALUE
OF
SPEECH
SIMPLICITY
AND
CLEARNESS
lawyer
The
simplicity
will
with
is
a
in
more
all
tricks
the
rhetoric
and
When
Obscurity
of
truth.
There
simplicity
which
to
than
men
of
the
defined
style
and
arise
of
ideas
in
will
62
ception.
con-
of your
speech
own
mind,
naturally
hazy
from
mental
your
ambiguity
marily
pri-
depends
expression
clearness
upon
lucidity
itself
in
embellishments
and
of
clearly
bined
Com-
oratory.
Clearness
are
true
of
case
confidence
will
it
eloquently
appeals
the
the
of
conviction
greatness
and
word,
hearers.
sincerity,
the
carry
his
of
good-will
in
as
win
to
tend
at
special advantages.
enjoy
simplicity,
very
Lincoln,
and
style in thought,
will
manner,
This
of
aims
uniformly
who
of
follow.
speech
ideas.
variably
in-
LAWYER
THE
CONCISENESS
DEVELOP
TO
HOW
SPEECH
OP
Conciseness
developed
of
by
own
your
idea
of
composition
or
reduce
half.
least
one
kind
will
of
succinct
a
and
century
hence
any
one
you
at
of
this
the
art
life
a
of
has
these
out
to-day.
subject
to
is
a
say.
of
If
place
Modem
practical
sion,
discus-
expected
respects,
68
half
under
reasonably
direct, and
he
be
demand
lawyer
speech
court-room
there
the
of
the
would
of
treatment
what
by
oratorical"
**
in
ago
conditions
in
of
ineffectual
simple,
other
an-
expression.
obtained
which
in
"
tial
essen-
any
practise
cultivate
style
The
of
that
fifty lines
the
ercise:
ex-
speech
a
omitting
Begular
soon
simple
this
fifty lines
without
^and
"
rapidly
be
can
of
means
Take
of
speech
to
be
concise
in
he
fails
he
impairs
HOW
in
TO
that
SELL
primary
and
the
a
facts
which
the
effective
feeling,
of
character
erroneous
plain,
cold,
his
only
state
logical
terms.
64
in
part
work.
In
is always
of
think
to
and
manner
the
play
to
feeling
his
pas-
exaggeration.
speech
of
and
assume
emotion
clearness
sent
pre-
and
vital
there
never
the-
is
has
of
or
and
in
is to
and
a
address
part
lawyer
to
results
bombast
Imagination
It
play
it should
tho
standing
under-
hmnan,
are
personaUty
the
public
he
cate
advo-
the
prejudice
to
will
speaker
determining
of
thorough
Men
still subject
the
obtaining
LAWYER
THE
have
discuss.
sion, hence
add
BY
requirement
he
of
of
of
chance
NEEDED
is that
are
SPEECH
decision.
QUALITIES
The
his
degree
favorable
a
THROUGH
an
the
cate.
advo-
that
his
portant
im-
the
in
case
He
statement,
earnestness
must
propriate
ap-
in
HOW
The
water
her!
is
It
is
that
of
convinced
and
obviate
and
knows
about
has
chief
Choate
a
wielded
to
a
better
previous
will
it
the
of
brings
speaker.
should
power.
singular influence
66
in
experience
respect,
sense
proper
he
more
greater
of
self-confidence
him
does
careful
the
of
the
is that
this
this
are
success.
value
in
to
because
of
work
court-room
The
is
learns
they
for
subject, and
practise,
chances
The
and
But
hand
he
that
necessity
aad
It
lawyer.
persuaded.
to
in
guide
how
his
it in
his
best
preparation.
painstaking
be
the
know
the
study
he
and
dent''
acci-
an
experience
experience
men,
is
PRACTISE
trial
the
actual
read
not
is
hears
one
It
obvious
work
through
to
drowned!
OF
court-room
teacher
No
REWARDS
THE
SPEECH
her!
cavers
She
/
THROUGH
SELL
TO
poise
miliarity
Fa-
bring
Rufus
over
those
he
who
THE
LAWYER
heard
him.
presided
air
an
he
of
the
over
uniformly
was
SECRETS
OF
In
the
lawyer
SUCCESS
requires
of
formulas
will
lawyer
point
to
It
read
their
book
such
of
alike.
The
know
line
note
precisely
and
the
records
the
No
testimony
the
by
Set
vulnerable
beneficial
used
sourcefulnes
re-
the
is
the
of
for
it to
uncover
degree
the
avail.
look
the
tory.
concilia-
and
little
of
are
must
in
withal
adaptabilty.
be
witnesses
yet
witnesses
large
a
with
EXAMINATION
IN
examination
that
scene
gracious
and
two
court
superiority,
easy
said
is
It
of
court.
for
methods
successfully
lawyers,
of
exceptional
is
and
to
procedure.
value,
**The
to
ing
trials, show-
questions
examining
examples,
lawyer
the
actual
of
how
Art
A
containing
of
er
Gross-
HOW
TO
THROUGH
SELL
examination/'
^*It
a
of
I
the
of
in
of
knowledge
an
to
discover
the
is
It
conveyed
One
of
speeches
Commons
breaking
surprizing
how
sometimes
in
shortest
ever
was
down
to
act
masterful
itself;
all, the
above
point
weak
in
BREVITY
OP
POWER
the
preciate
ap-
examination.'*
under
THE
to
subject-matter
the
and,
witness
the
faces,
a
of
judge
to
precision;
tience
pa-
read
to
ability
caution;
extreme
instinct
motives;
and
force
infinite
power
their
by
their
with
clearness
general;
intuitively,
characters
their
ingenuity;
greatest
self-control;
minds
men's
following:
logical thought;
perception
and
Wellman,
L.
the
quote
requires
habit
Francis
by
which
from
SPEECH
in
a
and
in
made
the
much
result
his
68
can
be
brief
address.
most
effective
the
of
maiden
House
a
of
speaker
speech.
THE
Lord
in
LAWYER
Ashley,
who
1695, before
Earl
as
of
high
he
of
succeeded
bill
a
counsel
When
him
as
he
rise
bill,
only
am
what
who,
for
without
his
convinced
the
be
must
any
his
is
to
sincere
I
am
to
propose
condition
of
that
now
the
able
un-
say,
man
assistance, is pleading
sat
having
down,
not.
SUCCESS
TO
judges
observe
or
tence.
sen-
on
I
by
hearers.
Discerning
quick
opinion
ESSENTIAL
SINCERITY
one
that
He
life?''
and
he, **I, who
my
what
express
House
The
confounded
so
to
give
to
for
speak
to
uttered
*^If, sir,'* said
vices
ser-
tried
member,
new
effort
desperate
the
rose
dumb.
a
staunch
a
grant
he
himself
cheered
was
to
father
his
prisoners
to
treason.
found
a
he
Commons
the
Shaftesbury,
supporter
of
in
sat
and
whether
Emerson
69
juries
an
are
advocate
once
said,
TO
HOW
^*I
have
heard
does
ought
does
in
his
have
to
believe
not
the
to
appear
of
This
of
when
was
do
tho
say,
he
we
It
Swedenborg
a
world
a
this
but
and
which
they
could
their
indignation."
70
the
artist
which
we
adequately
words
never
which
described
spiritual
the
they
folded
in
us
he
vain
work
a
conviction
in
in
endeavoring
the
belief.
un-
the
not
when
persons
proposition
twisted
repeat
was
sets
That
can
exprest
of
group
we
may
often.
it.
testations,
pro-
their
wherein
made
believe
not
kind,
mind
of
state
all his
whereby
he
will
unbelief
become
law
art, of whatever
same
so
is that
his
If
verdict.
his
wiU
who
that
heart
jury, despite
and
the
lawyer
a
a
it
sellor
coun-
feared
never
jury
believe
not
client
he
a
upon
SPJIECH
experienced
an
that
say
effect
THROUGH
SELL
to
articulate
did
not,
not
tho
lips
even
lieve;
be-
they
to
THE
HOW
TO
One
for
LAWYER
DELIBERATENESS
ACQUIRE
the
of
advocate
an
to
deliberateness.
unconscious
Its
conduct.
some
his
in
wits
in law
is
find
you
resolve
in
be
that
generally
man
of
who
always
that
so.
interests
and
first-rate
it
looks
^by that
"
occasions
business
so
calm
oneself
makes
71
have
that
ing
watch-
haste,
attention,
inadvertance
which
be
said,
You
guard.
hurry;
a
who
remember,
in
others'
your
and
possibly
your
be
to
an
sized
empha-
opponent
an
off
^never
"
always
your
ever
one
can
and
him;
there
need
never
becomes
was
by
hurry
a
ently
persist-
daily thought
ago
occasionally
may
it
of
that
be
importance
about
to
of
years
one
is
should
until
habit
qualities
possess
It
cultivated
**No
valuable
most
but
take
you
care
"
Remember
are
pying
occu-
suffer
by
negligence
A
hurry.
talents
and
feel
"
one
quil
tran-
cool
HOW
TO
on
"
hot
a
entire
an
he
resolved
that
once,
twenty-five
speak
not
of
'
in
being
inevitable;
and
men.
You
hurry
as
the
day
condition
in
observed,
House
bill,the
of
to
of
secretary
72
which
haste.
of
on
the
"
the
different
define
an
I
of
committee
sitting
I
often
seen
almost
by
a
Commons
chief
is
is always
is reduced
man
during
that
indeed,
not
flustered
inferiority
may,
to
Observe,
!
and
for
then
but
superiority
remember,
haste,
good
no
was,
hurried
being
him
again
practise
years
harassed
did
never
could
he
killed
touched;
never
and
hurry"
a
he
and
it
for
was
nearly
breathless
life; he
in
It
But
been
ment
commence-
everything
miserable.
for
that
the
at
him
at
never
and
career.
spoiled
look
to
had
once,
always
was
and
be
his
he
he
fortnight
of
him;
but
SPEECH
day
that
me
hurry
a
THROUGH
summer's
told
in
SELL
a
ferior
inone
the
railway
company,
HOW
TO
to
his
grasp
their
THROUGH
thus
and
say,
on
SELL
meaning
SPEECH
help his
hearers
with
least
the
his
prepared
his
advocate
speech
who
to
thoughts
opposed
into
of
a
speak in
the
to
into
man
much
to
the
time
style,
wha
is forced
the
realization
in
say
densing
con-
fewest
the
deliberate
a
rapid delivery by
having
has
thoroughly,
words, will feel free to take
as
effort
part.
Here, again, the
required
to
little space
a
of time.
HOW
The
TO
advocate
statements
will
cause
MAKE
argumentative
argumentative
and
SPEECH
must
and
be
A
be
else
arguments,
**In
impaired.
statement,
in
or
his
his
purely
of mixed
division
the
ments,
state-
especiallyin argumentative
proved
should
74
"'.)
in
clear
be
speeches, it is essential
to
CLEAR
be
that
the
issue
distinctlyaj**
THE
nonnced
in
that
tenor
the
the
everything
better
beginning,
and
that
is
apprehended;
when
the
give
to
LAWYER
drift
that
said
may
of
of
bearings
and
junctures,
attention
will
be
and
pertinently
directed
closely
consecutive
more
each
of
proposition
clenched
in
the
assets
weight
of
the
with
proportion
There
''done
is
is
a
his
that
tacit
merely
sole
the
object
its
75
the
and
be
known
fore-
is to
follow/'
most
valuable
will
from
carry
in
he
what
the
says.
of things
effect,'' and
is
the
will
largely
means
away
long,
secured
series
condemnation
for
ful,
use-
detail,
He
hearers
he
the
principal
by
advocate.
turn
whose
the
of
one
be
throughout
what
to
of
whereby
memory
relevancy
Sincerity
the
easily
more
way
is
argument
forecast
a
order
also
it is
and
chain
in
men
a
stinctiv
in-
speaker
approbation.
HOW
TO
THS
As
WEAKNESS
know
belief
snatching
only
what
they
Is
thunders
his
which
of
such
of
efforts!
all
reporting
remains
shouts
has
that
do
they
themselves
the
sham,
the
may
very
conscience?
speech?
when
the
away?
76
have
greeted
altho
success,
the
over
died
believe,
really enviable, a.ltho
applause
Is
ing
say-
listeners, tho
the
stuns
what
while
not
not
of
vor
fer-
a
ties
insinceri-
do
the
do
orator
an
newspapers
be
with
know
what
turbulence
a
"
noise
and
assent,
roar
believe
they
listeners
the
believe,
not
what
of
enthusiasm,
all the
feeling,
public
to
emphasis
by
up
does
expressions
sham
make
in
wanting
but
listen
to
forth
and
**Who
said,
faith, emphasizing
if to
not
BOMBAST
commonplaces
at
of
as
is
it is
pouring
hollow
as
has
what
speakers
SPEECH
OF
observer
an
not
THROUGH
SELL
the
kingdom
may
What
ence
influ-
noise
of
Whereas,
the
if
THE
the
on
to
hisses
will
a
few
a
man
better
noisy
adopted
or
in
perhaps
speaker
listening
will
lawyer
and
business
as
advocate
elucidate
facts.
speech
his
as
than
to
insincerity
favorable
well
do
was
is
His
chief
elicit
and
ultimate
The
is
to
convince
to
and
assertion^
77
and
Webster
from
even
purpose
thereby
decision.
avoid
to
digressions.
hearers,
abstained
of
the
whose
orator
personalities
a
out
with
cheered/'
much
his
may
for
mingle
be
and
worth
its
is success,
to
mark
altho
sion
impres-
an
and
men
by them,
years
The
of
there
if
even
perhaps
"
produced
appear
of
thoughts
combatted
the
have
gave
thought,
public
failure, yet
thought
the
the
man
thought,
wise
very
of
^may
"
of
so
a
silence
the
one
sincere
a
not
were
the
occasion
same
utterance
it
LAWYER
suade
perto
win
fully
care-
positiveness
HOW
STUDY
It
AS
is
relied
and
have
in
the
Pinkney,
of
his
five
o'clock
the
**0n
about
ing
recit-
which
plea
a
his
in
memory,
the
before
day
same
a
certain
the
striking
remark
of
dotted
globe
by
with
this
Mr.
a
her
78
Webster
beautiful
empire,
the
power
incident:
relation
in
British
Webster's
occasion
Senate
the
has
in
largely
startled
whole
**
morning
of
of Daniel
source
is indicated
*She
lawyer
Court.'*
Supreme
The
the
students
heard
to
peroration
delivered
great
William
that
winter
committing
room,
he
a
said
once
was
of
the
distinguished
most
time,
and
All
diligent
is
It
private.
native
conscientious
upon
been
great
their
practise.
speakers
that
upon
than
ability rather
study
think
to
have
SUCCESS
TO
WAY
A
erroneous
lawyers
SPEECH
THROUGH
SELL
TO
to
as
surface
and
the
tent
ex-
follows:
of
possessions
the
and
THE
military
LAWYER
the
following
with
company
daily with
strain
On
of
the
going
out
continuous
members
martial
of
more
struck
with
*You
impromptu.
Mr.
when
I
was
months
some
and
rewrote
got
it
use.
put
on
to
The
it in.'
time
occurred
since.
I
after
"
79
me
Quebec
of
it
it
and
down
trials
several
to-day,
came
said
to
wrote
laid
the
evidently
was
ramparts
and
all
was
the
me,
Webster
mistaken,'
idea
it, and
suit
it
as
are
*the
Webster;
he
the
of
one
Mr.
that
it
England.'
of
Senate,
complimented
this, saying
earth
unbroken
and
airs
the
upon
keeping
and
sun
hours, circle the
the
one
beats,
drum-
morning
whose
posts,
for
up
so
I
m
,/'
THE
WOMAN
HER
It
is
have
of
PLACE
IN
generally
personal
they
into
and
destined
opinion
Women
are
to
elsewhere
and
There
is
a
questions
and
constant
speakers
and
leaders.
equally
rules
laid
for
down
applicable
sincerity,
platform
and
to
and
83
lems
prob-
welfare.
ever-increasing
services
their
fore
be-
never
general
the
for
speaking
as
public
from
vital
cardinal
creasing
in-
an
molding
in
upon
demand
The
and
legislation.
called
affecting
sphere
play
part
and
present
women
service,
to
important
public
that
larger
a
activity
are
LIFE
PUBLIC
recognized
entered
now
that
SPEAKER
as
effective
for
men
women.
directness
public
lic
pubare
plicity,
Sim-
are
HOW
TO
THROUGH
SELL
indispensable qualities
to
who
possess
SPEECH
for
aspires
speaker
any
and
convince
to
others.
persuade
SPECIAL
SUGGESTIONS
FOR
WOMEN
SPEAKERS
It
is
well, however,
realize
speaker
to
does
expect
not
less
but
it
should
musical.
action,
than
but
may
will
she
in
To
femininity
as
hw
She
success.
a
is
a
try
style of speaking
to
of
use
less
none
the
by
a
man,
and
physical
less
phasize
em-
of
means
one
valuable
simulate
to
a
should
realize
of her
greatest
asset.
84
man's
surely fatal
is almost
and
is
speaker
woman
public speaker,
mpst
culine
mas-
earnestness.
and
Masculinity
offensive.
a
probably
that
ideas
important
inflection
in
clear, carrying,
be
She
audience
will
voice
powerful
woman
an
speak
to
Her
style.
be
that
her
the
for
in
many
that
her
charms
ways
WOMAN
THE
TRIBUTE
A
A
French
has
**
TO
Women
this
easily,
tribute
vividly;
more
and
in
write
much
pretty
their
Add
has
language
this
to
organ,
variety
the
of
the
even
the
without
speak
they
sing
their
intonations,
"
and
charm.
same
sweetness
80
neither
orthography.
birds
flexibilityof
their
remarkable
speak;
the
as
of
who
women
or
they
as
proached,
re-
effect
studied
and
grammar
the
are
an
and
logic,
idly
rap-
Hence
many
they have
nor
knowing
more
temperament.
admirable
an
rhetoric
so
arch
more
is
and
are
than
more
they
which
altho
manner,
with
which
constitution
there
:
better
they feel
with
and
They
women
delicately.
more
loquacity
write
to
themselves
express
simplicity, because
Hence
ing
public speak-
on
naturally speak
They
their
SPEAKERS
AS
WOMEN
authority
paid
men.
SPEAKER
of
their
voice, the
according
HOW
TO
the
to
the
mohility
words,
the
of
their
and
sphere,
For
activity.
think, is the
his
and
end
not
or
power
in
success,
circle
the
better
none
tures,
ges-
sex
all the
all
in
touch, persuade,
their
have
and
orator,
their
gracefulness
by
orators
position, they
the
of
thus, altho
exterior:
for
of
effect
the
the
short,
whole
destined
social
increases
in
l^em;
physiognomy,
pictnresqueness
and,
their
animates
their
of
greatly
of
which
feeling
which
SPEECH
THROUGH
SELL
know
of
their
how
to
I
influence, which,
and
the
perfection
of
eloquence.**
The
may
rules
principal
be
A
speaking.
is
talking
voice,
tone
to
a
cardinal
and
or
expression.
manner
of
rule
lic
pub-
to
in
good
over-emphasis
speaker's
habits
conversation
advantage
avoid
to
word,
positive
Daily
with
applied
for
is
too
mental
usually detri-
cause.
conversation
86
A
in
tend
to
THE
disclose
WOMAN
themselves
Such
speaking.
pitch, rapid
be
Just
herself
she
will
eloquent
who
is
foundation
of
subject.
is
which
in
rule.
You
are
loquacity.
This
is
in
rather
check
than
any
and
formed
in-
Moreover,
the
only
sure
build
to
conversation
enjoined
a
too
tendency
much.
toward
discursiveness.
87
is
to
a
curb
important
equally
public speaking.
your
public
self-confidence.
Considerateness
vital
in
the
thoroughly
most
upon
sense
what
so
is
it
effective
most
knowledge
accurate
about
best,
be
her
about
proper
intercourse
knows
speaking
words,
avoided.
talk
to
lation,
articu-
of
use
high
as
careless
social
always
speaker
f anlts
sedulously
in
public
one^s
common
slipshod
as
easiest
in
utterance,
and
should
SPEAKER
Say
too
little
Vigorously
verbosity
or
HOW
TO
ACQUIRING
A
style
most
melodious,
with
distinct
are
as
they
as
thoughts
and
with
greater
important
great
to
he
he
most
are
suggest,
in
the
style gives
in
her
arrange
better
her
convey
a
sequence,
meaning
clearness.
of
manner
by
bind
learned
considered
was
elder
the
actor,
him
that
hand
aloud
practised
passages
way
the
combined
They
to
words
Italian
attendants
sation.
conver-
self-control
opportunity
in
usually
when
deliberate
A
therefore
in
are
listener.
speaker
Bepose
desirable
articulation,
and
and
deliberate
a
are
keys
and
the
to
poise
speaker.
and
low
The
too,
voice
utterance
public speaking
pleasing
DELIVERY
BFFECTIVB
low-pitched
of
SPEECH
THROUGH
SELL
from
to
Salvini,
the
he
had
his
foot
fore
be-
and
tense
in-
the
most
Othello.
In
this
into
the
put
88
so
force
HOW
TO
to
SELL
read
aload
to
discuss
and
of
time
the
the
the
to
have
you
of
purpose
lips, and
increasing
circle
home
critically what
serves
words
SPEECH
in
daily
This
read.
THROUGH
the
at
fund
your
ting
fit-
same
of
useful
ideas.
VALUE
OF
The
in
VARIETY
which
thoughts
to
will
impress
different
alert, and
slow,
In
and
therefore,
it
wiU
only
clearness,
various
form
but
to
of
hearers,
repeated
be
also
mentally
class
mentally
to
made
in
different
with
ideas
present
be
90
for
necessary
idea
fails
hearers,
your
your
to
An
words
may
all of
express
ways.
hearers
antagonistic.
possibly
reach
not
of
indifferent,
to
pression
ex-
minds
Another
sympathetic.
order
you
class
attentive,
prejudiced,
are
give
you
different
One
ways.
open-minded,
are
EXPRESSION
IN
which
impress
effective
them
in
in
one
certain
by
ing
be-
phraseology,
THE
by
or
WOMAN
SPEAKER
introdncing
fresh
a
argument.
or
Culture
imposes
quick
undesirable
in
habit
plane.
only
How
often
When
test.
yourself
of
occupy
in the
high
world.
with
enforcing
The
is
ingratiating
a
must
you
Eeal-
of
necessity
you
and
are
ever
rightful place
fortify
possible
every
rid
to
resolve.
if
Always
of
type
lutions
reso-
your
for
means
modem
explanatory
Hence
argumentative.
where
desire
them.
best
speaking
fault
such
made
serious
next
the
upon
your
exalted
are
fault,
than
more
dwell
and
eliminating
to
certain
a
something
ize
the
at
sincerely
you
every
Keep
an
upon
resolutions
broken
be
to
check
to
yourself.
daily thoughts
your
careful
and
constant
self-^cipline.Be
do
illustration
manner
dogmatic
rather
it
may
style
91
public
may
is
that
than
an
persuade,
have
the
HOW
TO
effect.
opposite
I
*'May
will
to
the
emphatic
of
point
accomplish
POWER
Form
view!"
results
better
^^I
assertion,
FROM
yield
time
each
routine
monotonous
meditate
do
practical
But
in
the
all the
been
in
tion,
meditalife
a
the
time
confuse
They
the
of
Again,
its
recognize
and
day-dreaming
people
haste.
have
not
value.
of
and
who
people
many
castles
victims
are
for
time
that
fashion.
file of
and
no
said
of
out
upon
specified
a
has
one
rank
have
and
for
gone
the
they
meditating
Some
has
Doubtless
of
subject
day.
meditation
think
MEDITATION
habit
the
important
have
this
one!*'
no
an
Newman's
Cardinal
suggest
probably
than
SPEECH
THROUGH
SELL
to
great
it
with
building
of
air.
great
the
leaders
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92
in
of
the
world
meditating
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test
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minutes
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upon
and
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deliberately.
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93
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health.
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how
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94
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become
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power
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and
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discipline
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HOW
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should
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you
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meditate,
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and
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104
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106
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Classics,
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107
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exprest
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poetry.
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to
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109
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acquisitions
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VALUE
The
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congenial
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plan
every
110
one
of
student
teacher,
man
the
and
interested
THE
in
WOMAN
SPEAKER
self -culture, should
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selections
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and
prose
poetry.
The
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many
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practise
the
upon
expression,
the
strengthening
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recite
faculty
aloud,
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selections
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mind
the
world's
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111
pieces
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To
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and
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PREACHER
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IMPORTANCE
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The
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can
great
time.
115
that
idea.
large
pur-
summed
be
inexperienced
too
possible
as
to
to
subject
single
a
and
cover
is
importance
contribute
A
of
to
aim,
everything
pose.
of
mind
your
definite
make
up
thing
The
dency
ten-
speaker
a
field
is
at
HOW
TO
The
counsel
''/
with
would
he
as
write
and
to
The
better
ideas,
will
of
ness
the
HOW
be
aim
is
form
all he
says
else.*'
your
illustrations,
the
truth,
Definite-
discourse.
essential
always
of
his preparation
central
your
su^h
ting
hit-
to
target.
LEARNED
BEECHER
Henry
Ward
illuminating
experience
*'I
and
great
distinct
assemble
can
you
one
limit
in
mending
recom-
him,
the
nothing
arguments^
around
better
in
aim
to
a
before
and
guide
it out, and
bring
place
to
down
by it, and
to
may
of
length
proposition
can
words,
the
preacher
categorical
Newman
advantage:
go
the
SPEECH
Cardinal
of
followed
be
THROUGH
SELL
had
renceburg,
TO
Beecher
PREACH
once
of
account
gave
his
this
personal
:
preached
two
Indiana,
116
when
at
years
I
went
Lawto
THE
PREACHER
Indianapolis.
While
discontented.
I
for
two
there
had
would
especially
be
in
would
the
week
In
that.
to
up
I could
and
there
would
said
there
was
I will
find
**I
took
be
the
were
and
this
I
idea
it, and
:
first
to
and
found
one
out.
in
myself,
Who
the
did
apostles
feel
117
for
he
until
sermon
a
the
their
of
asked
What
the
That
the
circumstances?
people?
studied
I
succeeded,
find
could
the
were
again
when
why,
they
analyzed
*What
beyond
single instance
I
ing,
feel-
conversions.
no
reason
every
sermons,
people
down
it out, if it is to be
where
record,
had
point of
come
apostles preached,
we
get them
never
a
munion
com-
the
and
and
the
West
high
would
They
interest,
before
the
a
that
expected
meetings,
come
but
had
much
was
discouraged
general
a
season.
protracted
been
I
years.
I
there
were
do?'
I
got
tomed
accus-
ground
on
HOW
TO
which
tiie
which
heart
and
aim
'Now,*
said
in
feet.
You
a
extremely
tell whether
in the
the
upon
this
in
t
brought
it
their
excited
to
will
I
sketched
world
all
know
that
that
will
you
all
know
character
life,* and
118
your
that
come
are
way
is
time
the
that
you
in
under
can
not
month
another
is to
that
are
you
you
live
things
the
perishing
know
sermon
my
out
ot
mind.
my
make
uncertain;
life
in
all
*You
idea
definite
had
*I
You
week.
I
I,
know.
living
before
all
first
that
First
all
or
the
was
taking
we
mit,
ad-
feeling.
**That
so.'
they
with
them
upon
would
form
proper
then
minds,
bear
a
of
particulars
everybody
in
placed
heaped
they
of
number
knowledge,
their
Then
gether,
to-
where
ground
meet.
large
a
up
stood
they
common
a
could
they
and
people
and
SPEECH
THROUGH
SELL
your
tiny
des-
depends
forming
I
went
THE
with
on
about
and
brought
**I
myself,
could
month
had
on
my
*
used
that
I
the
so
later, with
it
I
was
aim
taking
said
anything.
for
first
time
of
the
119
a
I
in
taking
idea
of
preach
to
specialties.
knowledge
*'
^
shot
and
gradually
came
growing
I
for
idea
to
people
this
course
the
the
got
my
sermon
powder
for
in
preach.
to
for
my
added
soon
analyzing
to, and
had
I
how
know
But
one.
home.
way
good
all
were
sermon.
another
was
up
life
I
make
not
men
triumphant
so
with
them
upon
that
Now
I turned
seventeen
all the
that
aim.
Of
and
felt
cried
I
Then
them.
I
until
knows/
bear
under
never
life.
I
it to
might,
my
all
forty of
awakened
to
'You
my
had
all
PREACHER
and
and,
perience.
ex-
HOW
TO
HAVE
THROUGH
SELL
DEFINITE
A
SPEECH
FOR
AIM
YOUR
SERMON
You
will
from
away
be
not
main
your
in
the
which
you
intend
route
you
will
travel,
you
desire
the
diflference
and
point
from
precise
the
and
exact
It
reach.
to
doing
a
is
thing
merely
it
doing
tempore
ex-
clearly
start, the
to
between
certainty
with
in
have
you
advance
destination
wander
to
subject
if
preaching
defined
likely
so
by
chance.
An
eminent
of
the
**He
is
such
the
an
an
exposed
church,
to
the
seldom
A
sudden
adverse
wanting
noise
he
him;
is by
12(]t
in
quite
and, hence,
a
on
disturbance,
distraction,, is
confuse
as
all
unexpected
an
unforeseen
enough
to
are
occasion.
aim:
definite
a
which
influences
preacher
extemporaneous
is without
who
paints this picture
authority
manuscript
supported
un-
or
HOW
TO
aUow
ways
himself
meditate
to
subject
not
only
of
brood
thoroughly
inner
only
from
read
for
the
there
decide
is
bear
a
rare
successful
when
it that
will
have
the
come
latter
from
from
in
mind,
that
however,
Occasionally
method.
who
can
manuscript,
a
It
public preference
The
exception.
preachers
extemporaneous
script,
manu-
a
extemporaneously.
preacher
a
whether
yourself
widespread
a
effectively
is
for
sermon
preach
to
is
so
MANUSCRIPT
your
or
there
become
DISADVANTAGES
AND
will
is well
shonld
right preparation.
OP
to
he
upon
inspiration which
ADVANTAGES
You
with
speak
and
power
He
it, but
over
to
up
earnestly
sermon.
saturated
stands
he
and
his
in which
time
ample
deeply
the
SPEECH
THROUGH
SELL
have
method.
192
speak
but
majority
adopted
he
of
the
THE
A
PREACHER
between
and
you
may
long
practise,
take
there
in
will
be
you
and
the
on
to
aloud
daily, until
learn
a
it well.
read
This
serious
wiU
sequent
con-
loss
of
the
obviate
and
monotony
associated
with
that
123
self
your-
words,
written
the
or
form
of
style
other
especially
inevitable
then
reading
express
many
to
some
manuscript,
In
from
for
natural
and
objections
manuscript,
the
and
bound
can
you
easy
talk
in
between
Practise
conversation.
to
glance,
a
certain
of
use
to
good
at
interruption
feel
you
the
the
ahead
part.
learn
in
Tho
eyes
words
almost
your
to
your
congregation,
If, however,
reason
cast
communication
and
get
yourself, through
constant
eye-to-eye
surely
hearers.
your
several
the
power
almost
accustom
you
and
will
manuscript
page.
of
the
use
the
most
of
the
almost
'^sing-song*'
of
delivery.
HOW
TO
Train
your
in
SELL
the
to
eyes
and
reading^
mnch
as
THROUGH
look
as
the
at
tion
congrega-
your
possibly
you
voice
precede
under
can
ciremnstances.
A
in
preached
to
church
York
than
largest
recently
congregation
and
artistic,
and
exceptionally good,
expectation
find
church
the
What
read
enunciated
the
was
from
then
He
read
voice, but
monotony,
not
since
at
side
the
at
He
to
was
capacity.
with
it
was
he
124
fact
with
accuracy.
but
visitor
that
the
He
manuscript.
a
word
each
and
a
filled to
it
Possibly
and
of
the
amiss?
was
preacher
The
fifty persons.
comfortable
natural
space.
the
City
evening
an
was
music
care
of
one
New
less
numbering
the
in
clergyman
chnrches
of
SPEECH
looked
the
and
a
meticulous
up
tion,
congrega-
into
certain
the
repeated
dom,
sel-
empty
variety
variety
over
of
and
PREACHER
THE
again
over
the
intonations
same
of
voice.
He
or
used
hands,
except
f oreheady
of
his
His
last
he
he
asked
join in
this
the
put together with
he
His
When
no
ter
of
lack
hynm.
from
utter
fine
words
not
a
was
tion
dicwere
rare
skill and
felicity.
himself
enjoyed
the
of
preparation
polished phrase
It
gregation
con-
a
quality of his manuscript.
was
have
the
exceptionally
speaker.
the
Obviously
lifeless,
singing
sermon
side
would
only
that
his
the
was
one
was
of
delivery
no
saved
failure
scratch
to
arms
practically aimless.
to
What
the
scratch
concluded,
it
known
to
once
again
therefore
and
at
and
nose.
of
movements
no
a
good
and
essay,
erary
lit-
There
in tiie matmusical
but
tence.
sen-
it
was
sermon.
Its
/
HOW
TO
THE
A
THROUGH
SELL
SBCRBTS
OF
in
sermon^
fective,
intellectual
an
animation,
It must
the
A
he
be
sense
self
becoming
to
message
of
draws
lavishly
mental
resources
demands
brings
much
the
call
be
est
highence,
obedi-
to
and
it
service,
delivered
as
vital, overmastering
this
It
self-sacrificing,
It
tho
In
duty,
heart
men.
task.
easy
essay,
clarion
great,
Preaching
an
an
a
a
of
reason
action.
it is
should
have
into
literature.
-surrender,
must
pierce his
good
therefore
and
not
than
the
it must
is
more
earnestness.
convince
is roused
sermon
should
It
product.
but
really ef-
be
to
something
only
not
that
POWER
appeal, fire, and
hearer,
so
PULPIT
order
be
must
SPEECH
involves
consecrated
the
upon
and
from
in
return.
not
laborious,
work.
It
preacher's
physical
much
186
is
character
him,
vitality.
but
Extempore
it
THE
preaching
of
does
labor.
than
of
it
the
When
effective
your
mind
the
rules
have
that
you
a
for
Have
WRITING
defined
outline
well
so
to
in
brief*'
mental
trust
the
clothe
mind.
generally
down
thoughts
safely
can
to
in
extemporaneously,
laid
"
stance
sub-
and
plan
clearly
your
delivery
which
bility
responsi-
public speaking.
a
it
since
clearly
*^
and
exacting
more
discourse
sermon
your
preacher
method,
speak
the
the
additional
the
you
for
of
even
carrying
of
of
is
manuscript
with
observe
relieve
not
It
the
bears
PREACHER
ordered
the
moment
words
right
"
with
them.
OUT
TO
SERMON
YOUR
.
STRENGTHEN
Write
for
aloud
out
other
no
to
sermon
your
yourself.
of
your
than
reason
convinced
power
IT
When
of
you
the
subject,
127
in
full,
if
to
read
it
are
truth
you
will
oughly
thorand
the
HOW
TO
SELL
more
readily
your
sermon
convince
SPEECH
other
aloud
on
thoughts
THROUGH
several
times,
different
days,
deeply
engraved
are
Bead
men.
ferably
pre-
until
the
on
your
nund.
It is
impossible
well
too
sermon
for
to
a
have
preached
it several
subject
the
essential
of
to
an
easy
well
to
remind
that
the
tice
jushad
they
before
various
familiarity
(Thorough
congregations.
with
times
knowledged
ac-
full
do
after
only
perienced
ex-
frankly
they could
sermon
your
Some
prepared.
preachers
that
have
to
you
is
sermon
your
confident
and
delivery.
It
is
preaching
has
its
style.
tone'*
The
to
is
preacher
deliver
his
best
basis
The
entirely
quently
fre-
yourself
of
type
in
good
a
old-time
out
modem
of
versational
con**
pit
pul-
fashion.
to-day is tacitly expected
message
128
in
direct^ sin-
HOW
TO
THROUGH
SELL
largedy natarally and
reach
be
symmetrically,
satisfactorily
The
people.
and
promptly
key
in
or
but
appeal
to
is
You
convince
to
to
your
aU
To
lines
the
sentiment
this
end, read
well-selected
from
Bible
stylists
as
aloud
"
from
and
Gibbon,
180
vince
con-
the
by
intelligently
use
intellect, imagination,
and
a
should
you
Aim
powers.
work
to
chiefly
Hence
heart.
learn
high
preacher
emotional
your
of
the
too
persuade
you
and
develop
bring
a
cover
dis-
you
EMOTIONS
persuade.
mind,
aU
as
you
style.
THE
work
and
in
declamatory
a
AROUSING
Your
if
speaking
yourself
this
to
return
of
should
basis, however,
real
to
nmnber
large
a
conversational,
should
SPEECH
the
resources
feeling,
daily,
a
chapters
such
Meredith,
to
sion,
pas-
few
of
graphic
Carlyle,
THE
PREACHER
Hawthorne.
and
Take,
the
for
example,
following,
first
said,
thinkers
and
ideas,
it
that
that
first He
but
He
He
because
in
the
indistinct
centuries
actual
have
historic
infinite,
Christ
of
little
separated
life ; but
131
history,
idea
the
us
a
fact
"
real
most
into
these
ideas
upon
heart
and
because
is
yet
entered
so
exact
indistinct.
exprest
brain
is
take
it
because
is indistinct
^real because
real
can
instantly
act
real
are
yes,
is
then,
can
it
that
the
modem
by
intellect
human
first,
truly
of
greatest
repeated
^the
"
great,
the
then
fathers,
is
intellect, it
by
with
it aloud
feeling:
deep
human
like
extract
an
render
and
appropriately
**The
PRACTISE
FOR
QUOTATION
"
Stevenson,
Emerson,
Buskin,
Newman,
us
that
all;
twenty
from
His
to
those
HOW
TO
who
to
SELL
seek
hmnan
soul,
sacred
in
moments
of
to
infinity !
rest
not
upon
the
God!
that
remember
vision
of
that
He
vision
could
He
Oh,
did
Man
a
of
face
could
a
a
Man
raise
vision
of
loved
the
the
182
think
asked
are
devoid
multitude,
or
you
so
so
the
lost
to
"
^the
ity,
vulgarpeopie
great
strong
so
are
dreamer
sweet
despise
a
asked
you
fair,
He
while
not
Oh,
you
to
not
when
sentimentalist,
about
driven
the
of
and
are
you
play
to
tion,
absolu-
sorrow
shadow!
a
besought
Oh,
His
lation,
conso-
in
not
of
meets
in
us
us
are
you
He
express
meets
meets
Oh,
distant
to
He
that
is
altar
the
that
Word
the
to
activity
on
us
He
that
gift
His
meets
is
power
inward
an
divine
thoughts,
prayer.
His
because
sacrament^
the
in
SPEECH
because
He
that
His
us
Him,
Himself
make
such
THROUGH
that
"
^the
He
tender
that
woman,
so
THE
PREACHER
gentle that
the
their
about
of
a
arms
Man
modem
that
Galilee
encouraged
but
us,
Man
a
crown
Man,
the
the
One
does
the
the
woman
of
the
Man
in
sacraments,
sweet,
the
Friend
dear
us,
never
188
all
upon
feels
the
of
men,
the
the
force
who
our
denounce
with
boy,
God,
whom
Himself
humanity,
our
in
pities; the
^the Man
"
whom
with
but
pedestal,
cient
an-
who
on
and
so
to
Man
a
not
places
child, with
permeate
hang,
we
never
Pharisaic
with
the
only intercedes
who
the
of
who
with
truth
sympathizes
desires,
and
thoughts
vision
whom
who
hope,
best
with
youth,
rest, by
they
taught
the
;
fishermen,
that
they
vision
the
high-bom,
Christendom,
simple
we
the
deep
so
gathered
neck;
with
with
thoughts
we
His
home
at
home
at
little children
with
man,
the
God
in
of
power
of
prayer,
never
forsakes
understan
misus,
HOW
TO
never
is
SELL
hard
it is your
the
upon
the
gospel,
Christ,
God
your
soul
may
find
if
it if
satisfied
HOW
^in
"
TO
poor
likely
to
increasing
in
if
Is
You
repentance,
do
in
come
you
duty;
your
now
yes,
STRONG
to
many
DELIVERY
well
than
is
to
the
of
usefulness
you
give
and
developing
It
delivery.
public
good
a
Bealize,
it
and
that
is
delivered
essential
pulpit
that
highest!
delivered.
preaching
your
the
effective
more
success
daily
Church,
the
satisfied"
A
how
therefore,
know
to
Christ.*'
badly
sermon
beyond
humanity.
to
sermon
be
mine,
in
come
it
ACQUIRE
A
friends,
in
desire,
find
My
psalmist
for
you
in
is
know
to
athirst
may
time
the
determination
quiet
your
it
exprest
come
you
you
of
SPEECH
us.
privilege,
privilege
in
THROUGH
men
some
ing
improvis
tunate
unfor-
give
nine-
THE
tenths
of
PREACHER
their
learning
As
how
to
your
congregation.
rivet
the
and
to
and
has
It
^s
is
feelings
not
guided
Avoid
thetic
sympa-
the
faction
satis-
personal
**
catch
can
for
the
of
by
facial
the
a
the
fine
gestures
as
thought,
and
not
but
and
and
be
discrimination.
of
the
auxiliary
as
135
statuesque
agility.
undue
an
arm,
and
always
must
extremes
and
composure
expression
hand,
these
But
words,
through
of
earnest
an
thoughts
your
only
means
as
you
express
movements
body.
of
he
natural
to
by
hearers,
eye/*
speaker
also
to
Moreover,
when
speaker
help
into
you
sense
a
the
all
on
eyes
all
communion.
hearer
eyes
your
of
them
one-tenth
them.
The
attention
put
only
express
speak, keep
you
of
work
the
to
ideas, and
accumulating
to
time
an
to
Use
your
omamentsJ.
HOW
TO
SELL
Too
appendage.
lose
their
is better
too
THROUGH
gestnres
many
significance
to
It
effect
and
few
too
use
soon
than
gestures
many.
The
ancients
with
Avoid
closed
a
aggressiveness
of
in
especially
objectionable
Make
of
Public
to
do
they
counsel
speakers
assume
not
mission,
have
who,
is
speaker,
a
is
ways
al-
audience.
an
for
OP
honest
modest
it
STYLE
by
artificialityand
186
to
This
nature.
of
because
if
manner
particularly
presumed
vised
ad-
generally
are
a
applies
preacher,
ner.
man-
or
opinion.
SIMPLICITY
OF
NBBD
to
allowance
generous
differences
tone
preacher,
a
the
hand.
open
finality in
of
vanced
ad-
fist, bnt
an
style
boxer
the
with
A
and
said
always
orator
all
SPEECH
be
the
to
his
free
lofty
from
pretentiousness.
HOW
TO
SELL
shall
we
looking
how
through
how
be
surprized,
the
He
Scriptures,
argued
frequently
In
taught.
He
is
the
priesf
the
this,
model
THE
Favor
the
it
sermon.
best,
and
soul
was
minutes.
the
Mount,
from
it
than
A
fessor
pro-
avowed
that
after
entire
Sermon
greatest
message
twenty
on
of
time, fills only eight typewritten
OF
of
receive
usually
saved
DEVELOPMENT
else,
tions
Congrega-
once
ever
The
things
discourse.
homiletios
and
exemplar
benefit
protracted
find
BREVITY
short
from
of
the
on
reasoned,
or
all
OF
practical
to
instructed
in
as
and
greater
a
He
VALUE
like
no
SPEECH
probably
seldom
and
THROUGH
VOICE
the
all
pages.
AND
BREATHING
Tour
Stand
with
voice
up
your
for
diest
grows
five
and
138
through
minutes
abdomen
each
well
use.
day,
ex-
THE
panded,
and
sounds
in
and
PREACHER
various
feeling,
and
soon
and
habit
through
the
the
fully
and
This
absolutely
long-continued
from
deeply
ance,
endur-
health,
promotes
is
bility,
flexi-
new
exclusively
resourcefulness.
breathing
serve
ob-
power.
breathing
nose
abdomen,
and
to
of
force
will
you
developing
resonance,
The
of
degrees
voice
your
long vowel
the
prononnce
of
form
indispensable,
and
energetic
THS
FEELINGS
lic
pub-
speaking.
CULTIVATING
llie
feelings
through
close
in
work
the
personal
problems.
explore
your
endeavor
meanings,
able
with
contact
and
serious
best
are
to
read
and
to
you
own
its
subtle
will
interpret
139
be
and
cultivated
fering
suf-
human
solving
of
First
oughly
thor-
heart
and
and
all
secret
the
touch
ter
bet-
the
HOW
TO
hearts
of
other
does
of
the
THROUGH
SELL
ing
suffer-
Personal
men.
the
to
open
than
the
the
greatest
more
heart
SPEECH
well-springs
of
reading
many
books.
Probably
that
could
be
paid
to
pulpit style
was
that
of
Massillon:
**
for
The
receive
to
cal
power,
and
truth
enforce
the
and
I
for
as
with
his
to
an
oratorio
of
duty,
It
divert
is
attention
individual,
and
plicity,
sim-
clearness,
sincerity, that
and
be
is
Christian
lessons
such
fervor,
will
for
righteousness.
himself
message
go
preacher
expound
to
work
speak
I
you,
myself,
true
praise
peculiar
from
to
the
but
obedience,
his
of
object
not
chapel, but
character.''
own
my
to
heard
have
hear
with
displeased
away
see
I
XTV
Louis
this
in
whenever
you,
preacher's
a
I
Father,
orators
great
many
compliment
carried
140
with
arrow-
his
THE
like
PREACHER
certainty
minds
and
hearts
and
DEVELOPING
possess,
it
augment
by
exercise*
**
and
will
doubt
be
and
mastered,
in
left
quickly
more
practise,
each
to
Can
speaker
many
can
useful
and
doubt
one
give
novice
a
hints
and
any
principles
thoroughly
which
the
save
141
than
discover
to
abridge
experience,
and
learned
can
systematized,
man
any
is
"
to
faithfully applied
more
if
to
speaking
its
that
an
down
and
practise;
man
daily
says
^from
chess-playing
ceaseless
sane
art/*
"
and
minutes
reasoning
rowing
and
fencing
by
Every
ability
improve
can
few
a
**from
authority,
PRACTISE
speaking
you
the
to
people.
BY
natural
may
riding
his
of
ABILITY
Whatever
you
swiftness
self!
him-
for
that
in
a
great
the
may
both
art
pate
antici-
costly lessons
him
if
of
time
HOW
TO
SELL
and
trouble
t
the
young
only,
a
and
of
a
the
ever
lived.
drawn
from
said, does
study
learn
in
if
any
point
that
study
organs
aotipQ
the
of
not
simply
but
and
who
orators
tion
illustra-
the
it
to
necessary
and
we
reply
that
the
It
would
be
of
of
the
muscles
the
complicated
formation
of
tended
con-
should
speaker
of
the
ary
elocutionhad
studies
142
a
muscles
young
speech,
is
the
point.
anatomy
gf th"
it
advocate
the
tem
sys-
physiology,
oratorical
or
proper
pugilist, who,
find
in
with
adopted
to
the
etc,
not
A
great
way
is
f
and
what
example
provided
As
not
operate,
arm
the
anatomy
in
be
rules,
to
lead-line
the
methods
all
by
left
be
elocution
or
artificial
of
practised
is
compass
of
digest
have
may
oratory
system
should
by
why
reason
any
way
he
SPEECH
there
his
when
chart
I"
speaker
out
grope
THROUGH
the
arm
and
and
PREACHER
THE
face,
and
all the
expression
*
yet
thrilled
bends/
of
it
elocution,
is
equally
and
by
their
of
of
*
of
that
ravished
navigated
a
logarithms;
large
doubtless
true
or
crops
of
never
the
that
tho
they
audiences
base,
that
men
the
across
ocean
astronomy
or
men
have
raised
have
known
ing
noth-
looked
of
into
chemistry."
148
ing
noth-
knew
thorough
of
so
trified'
elec-
have
men
or
constitution
agricultural
and
and
true;
^semibreves';
and
foundly
pro-
technology
genius who
ships
Keaa
slides'
great
knowledge
even
*
other
the
counterpoint
without
have
is
musical
octaves'
have
on
all
and
such
while
audiences,'
great
ignorant
*
but
That
given.
be
to
in
used
organs
gesticulation;
or
is
advice
other
soils, and
a
treatise
HOW
TO
SELL
THROUGH
THE
!Aiid
that, in
some
of
grace
other
the
or
trained
which
natural
gifts
vain.
So
had
never
achieve
a
greater
than
the
graduates,
study
was
once
you
college
and
discipline.
how
symphony,
how
in
Wattses,
have
who
of
you
college
ful
painzart
Mo-
When
work
to
replied:
*If
set
he
ings
call-
of
years
he
can
their
majority
all their
think
brains
in
results
vast
over
education,
with
asked
a
compose
their
Franklins,
and
Arkwrights,
structio
in-
inferior
Shakespeares,
the
Colbum
a
of
rack
may
to
problems
students
of
years
mathematical
solve
may
and
those
So
art.
without
Safford,
a
freedom
a
devoted
have
cial
spe-
exhibited
surpassing
their
of
study
have
majesty,
who
trae
without
training
eloquence,
men
doubtless
men
cases,
and
might
STUDY
is
'^It
oratorical
a
OF
NEED
again,
SPEECH
to
are
to
do
it.
HOW
TO
THB
TRUE
Many
that
the
was
to
equally
should
OBJECT
years
win
or
be
good
on
aim
the
reach
to
instruction,
argument,
merely
agreeable
religious subject,
oratory,
but
is the
by
preacher.
146
not
making
not
one's
winning
true
is
this
of
seeks
impression**
that
This
hence
and
he
some
pulpit
said
preaching
Christ.
constant
Not
personality,
Christ"
true
by
all
of
to
whether
exhortation.
so-called
and
the
PREACHSR
clergyman
to-day,
hearers
speaking
**a
sonls
A
a
object
true
SPEECH
OP
ago
true
preacher
his
THROUGH
SELL
voice
souls
object of
to
every
"TA^
Laugh
Trust-^Tkeir
B""k**
HUMOROUS
AND
HITS
HOW
of
sketches, stories, poems,
ite
numbers
The
book
of
contains
of
book
family reading,
after-dinner
orators,
Mr.
Kleiser
giyet
tuccesiful
mott
tioM,
that
to
The
audience.
for
may
book
deUrering
make
the
teachers, elocutionists, actors,
hare
been
nuterial
waiting
read
to
aloud
for,
to
it will
but
the
or
and
other
be
to
also
furnish
telecan
upon
just
after-dinner
the
to
as
impression
found
be
best
elocutionists,
humoroui
orators,
what
speakers
entertaining
family.
SELECTIONS
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