If an individual has a long, straight upper lip, a keenly practical, matter-of-fact type of forehead, long, severe lines of countenance and a high crown, do not attempt flattery. Such a person is instantly suspicious of anyone who flatters him. He keeps his feelings well under control. He has very decided opinions and convictions of his own and it is difficult to induce him to act except in accordance with them. Such a person gives his favorable attention to fact and, usually, only to facts germane to the proposition in hand. He does not care much for comments upon these facts and is quite likely to refuse to listen to all appeals to his emotions. He has, however, as a general rule, considerable love of power. He likes to dominate, to rule, not so much for material personal advantage as for the sake of imposing his opinions and convictions upon others and the satisfaction of feeling that the power is in his hands. Show him facts that will convince him that your proposition will increase his power and you appeal to one of his strongest motives. THE SOCIAL AND FRIENDLY There is a very large class of people who are distinctly friendly and social in type. A leading characteristic of this type is, as we have stated already, the full, round back-head. The best, easiest and quickest way to gain the favorable attention of such people is to develop your relations with them upon a friendly and social basis. Indeed, a capacity for making friends and keeping them is one of the most valuable assets of any human being, no matter what his ambitions and desires. As a general rule, we can more easily persuade those who feel friendly toward us than we can those who are indifferent. Observe the successful salesman and the successful politician, those whose professional success depends upon the power to persuade; they are nearly all of the social, friendly type. THE VALUE OF FRIENDLINESS For some men it comes natural to make friends with everyone with whom they come in contact. Others make friends with few, but their friendships are powerful and lasting. Still others are very social; they meet people easily and are fairly successful in dealing with them; but they make few, if any, intimate friends. Still others are neither social nor friendly. They do not particularly care for people but rather enjoy solitude. No matter which type a man may be, he will do well to cultivate true friendliness. Our friends turn business to us. They give us important information at the right time. They influence people in our favor. They warn us of disasters. They come to our rescue in times of trouble and help to protect us against our enemies. Finally, but perhaps most important of all, they give us an opportunity to do all these things for them, and in this service we find our highest and truest pleasure. COMBINATION TYPES