Most people, when trying to win others to their way of thinking, do too much talking themselves. Sales persons—especially—are guilty of this costly error. Let the other person talk himself out. He knows more about his business and his problems than you do. So ask him questions. Let him tell you a few things.
Dale Carnegie, in his landmark book, “How To Win Friends and Influence People,” relayed a great example of this when he told the story of Charles T. Cubellis, who answered an advertisement that appeared on the financial page of the New York Herald Tribune.
The advertisement called for “a man with unusual ability and experience,” and Cubellis sent his reply. A few days later, he was invited to call for an interview. Before he called, he spent hours in Wall Street finding out everything possible about the man who had founded the business. During the interview, he remarked: “I should be mighty proud to be associated with an organization with a record like yours. I understand you started twenty-eight years ago with nothing but desk room and one stenographer. Is that true?”
The man conducting the interview immediately began talking about his early struggles and how he had started with four hundred and fifty dollars in cash and an original idea. He told how he had fought against discouragement and battled against ridicule, working Sundays and holidays, twelve to sixteen hours a day, until finally the biggest names on Wall Street were coming to him for information and guidance. The man was rightfully proud of his record and had a splendid time telling about it.
At the end of the interview, after briefly questioning Cubellis about his experience, the business owner called in one of his vice presidents and said, “I think this is the man we are looking for.”
Cubellis had taken the trouble to find out about the accomplishments of his prospective employer, and showed an interest in the man and his accomplishments. He encouraged the other man to do most of the talking—and made a favorable impression.
Always remember that even our friends would far rather talk to us about their achievements than listen to us boast about ours. Here’s an example of this important principle in action from your friends at Dale Carnegie Training of Michigan:
On a personal note, I’d like to take a moment to note the passing of Michigan’s own Harry Morgan, who passed away yesterday, December 7, 2011, at the age of 96. Harry—born Harry Bratsberg in Detroit on April 10, 1915 and best know for his role as Col. Sherman Potter on M*A*S*H—grew up in Muskegon, played high school football despite his small stature, and was a member of the school’s champion debate team. Harry Morgan always carried himself with class and dignity and will be fondly remembered.
This post is brought to you by the good folks at Dale Carnegie Training of Michigan, providers of professional development and management development courses and information in Michigan. We would love to connect with you on Facebook!
Excerpts taken from an article originally written for the owner of http://713hotwater.com/