I recall an office boy who was always ready to perform little extra services. He held his employer's overcoat one day, and the boss rather absent-mindedly handed him a tip. The boy shook his head and declined the dime.
"I didn't do that for a tip. You always treat me fine, and I just like to show you I appreciate it."
The boy's _heart had spoken_, and the employer's _heart responded at once with an especial liking_ for the lad. The seed of personal interest having been planted in the heart of the president, his liking grew. The boy was advanced to better and better positions. He made good on his merits, but he was helped very much because his employer _wanted_ him to succeed.
Reference has previously been made to the fundamental likeness of all men at heart and to their differences in mind. Send out with your voice an appeal to only the _minds_ of your audience--read a table of statistics, for example--and it will affect all your hearers _differently, depending on the mental characteristics of each individual_. But tell a story of great courage, of self-sacrifice, of love--_the same fundamental effect_ will be produced on all the _hearts_ in the audience; though, of course, the various individuals will respond with _different degrees of emotional intensity_.
As has been said before, in order to look into the heart of another man you need but see clearly into your own. There you will find all the emotions of human nature, no matter how you may differ from other men in mentality. Hence if you would prompt the heart of another man to want your services, just _do the things he would need to do to win your liking for him_. Imagine the cases reversed, and be guided in your selling process by what you see.
To look at this step from another angle--_if you would be likable, you must find other men likable_. If you like people only within a limited range, you will similarly narrow your own likableness. If, however, you genuinely like all men--like them for their faults and frailties as well as for their merits--you will appeal to the intuitive heart of any other man. You will draw out his liking for you because _the magnetic power of your own heart will not be restricted_ to pulling your way the friendly feelings of only a few people. Instead, you will be a "popular" man, a man who is _generally_ well liked.