The Dale Carnegie golden book has taught me some great principles that have been very helpful in improving my sales efforts. The book gives some great advice can can be used to improve your sales execution efforts. This video blog is the seventh in a series that covers each of the 30 principles in Dale Carnegie's book how to win friends and influence people. This video reviews specifically principle #7 - "Be a good Listener. Encourage others to talk about themselves." By focusing on this principle I was able to close a $5,000 sale on a first meeting. Watch the video below to find out how.
1. Don't Criticize, Condemn or Complain 2. Give Honest, Sincere, Appreciation 3. Arouse In The Other Person An Eager Want 4. Become Genuinely Interested In Other People 5. Smile 6. Remember That A Person's Name Is To That Person The Sweetest And Most Important Sound In Any Language 7. Be A Good Listener. Encourage Others To Talk About Themselves 8. Talk In Terms Of The Other Person's Interests 9. Make The Other Person Feel Important - And Do It Sincerely 10. The Only Way To Get The Best Of An Argument Is To Avoid It 11. Show Respect For The Other Person's Opinion. Never Say, "You're Wrong." 12. If You Are Wrong Admit It Quickly And Emphatically 13. Begin In A Friendly Manner 14. Get The Other Person Saying "Yes, Yes" 15. Let The Other Person Do A Great Deal Of The Talking 16. Let The Other Person Feel That The Idea Is His Or Hers 17. Try Honestly To See Things From The Other Person's Point Of View 18. Be Sympathetic With The Other Person's Ideas And Desires 19. Appeal To The Nobler Motives 20. Dramatize Your Ideas 21. Throw Down A Challenge 22. Begin With Praise And Honest Appreciation 23. Call Attention To People's Mistakes Indirectly 24. Talk About Your Own Mistakes Before Criticizing The Other Person 25. Ask Questions Instead Of Giving Direct Orders 26. Let The Other Person Save Face 27. Praise The Slightest Improvement And Praise Every Improvement. Be "Hearty In Your Approbation And Lavish In Your Praise". 28. Give The Other Person A Fine Reputation To Live Up To 29. Use Encouragement. Make The Fault Seem Easy To Correct 30. Make The Other Person Happy About Doing The Thing You Suggest
I have found these principles to be surprisingly effective beyond what I thought was ever possible. If you run a business, work in business, or just want to become better at dealing with people I would highly recommend you either take the Dale Carnegie course or buy the book How To Win Friends and Influence People to read. I guarantee if you take the course it will be one of the greatest investments, if not the best, you ever make in your career. If you don't have the time to commit to the course or you think it is too expensive then I would definitely read the book. You can find it for a relatively cheap price on www.amazon.com.
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I hope this video blog on sales execution has been helpful. If you are interested in learning more about taking the Dale Carnegie program I highly recommend you contact Troy Treleaven of Dale Carnegie Canada to inquire more about the program. Just Contact Us and we will put you in contact with him directly.