The art of persuasion (and selling) is a critical component to creating a ton of revenue and growth in any business. Today I want to pull out a copy of one of the all time “great books” by Dale Carnegie…How to Win Friends and Influence People. There are 4 major parts to this book but today I want to cover the 3rd section on how to “win people to your way of thinking”. I hope you enjoy these 12 pints I am goign to cover from teh book.
12 Critical points I want to go through with you today
1-The only way to get the best of an argument is to avoid it.
- no one ever wins an argument
- learn to take a minute, process the facts, and change your perspective
2-Show respect for the other person’s opinions. Never say, “You’re Wrong.”
- telling someone they are wrong only causes negative feelings
- even when they are wrong you can gain more ground being indirect
3-If you are wrong, admit it quickly and emphatically.
- when you take accountability and responsibility people trust you more
- don’t wait to admit wrong…be quick and decisive about it
4-Begin in a friendly way.
- people are more open and receptive
- even if upset, we gain more ground with sincerity and friendliness
5-Get the other person saying “yes, yes” immediately.
- start with questions you know that answer to
- sales techniques get people in yes, yes buying patterns
6-Let the other person do a great deal of the talking.
- people like to talk and listen carefully to clues
- ask questions that lead rather than talking to lead
7-let the other person feel that the idea is theirs.
- people are more committed to their own ideas
- with proper questions you can lead people to your conclusion
8-Try honestly to see things from the other person’s point of view.
- see first to understand…covey…then to be understood
- adopt a sympathetic grasp of their viewpoint
9-Be sympathetic with the other person’s ideas and desires.
- people desire sympathy and sincere listening to their perspective
- feel felt found technique
10-Appeal to the nobler motives.
- people want to do things for what “they believe” are good reasons
- people are usually acting and are driven by motives they desire
11-Dramatize your ideas…we are in the AGE of DRAMA… 🙂
- stating facts isn’t enough
- story telling is key and useful
12-Throw down a challenge.
- “everyone loves a good challenge”
- “everyone has something to prove…to others and themselves.”
Personal Note, we all want healthy relationships and I’ve learned over time that conflict, being matter of fact (even if right) is not a recipe for lasting relationships. Dale Carnegie does an excellent job of reminding us exactly what we can do to create a Winning, Persuasive and Productive Strategy for Getting what you want in life.
If you are Sincerely trying to Create and Live your best life, then these are principles you need to live by.
Thanks for tuning in today for our review of Dale Carnegies book. I look forward to your feedback, thoughts and our continued discussion tomorrow. See you then.
Thanks for listening.
George Wright III
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