Carnegie’s book has been focused on how to make people like you this week. Some of these seem fairly logical, but the odd thing is, they aren’t commonly known or practiced. I have been fortunate to go over these practices and have applied a couple of them in my life lately as well. What’s interesting is this book can not only be applied to our daily lives, but it is very important to apply it to business and business transactions. Speaking of business, this weeks question was ‘how important is trust in a business relationship?’

The answer is it is very, very important when it comes to long-term business relationships. Without trust, no one would be able to open their social barrier long enough for you to make a sale. Now, getting this trust requires a strategy, the one that Carnegie describes in his book. It is simple, yet effective, and, as I said earlier, it can make both business relationships and friendships as well.

This is the strategy in a nutshell: Become genuinely interested in people, smile, remember their name, Be a good listener, talk about other peoples interests, and make them feel important. That’s all you have to do. Now, having the self-control and the will to implement is a whole other matter. Let’s say you can, and let’s say you were a salesman for a company that makes X. When you go in to meet a rich man to offer X, don’t say ‘I want to sell you X’, talk about something they like or say that you look up to him, that he is great at what he does. Basically, seem like a friend, rather than a business man.

Now this can be applied if you were say, selling products to a store. Now, say you know that the manager’s son just won a Little league baseball game. When you meet the manager of the store, greet him by his name, shake his hand with a smile, and start a conversation with what you know about his son. Now, he could go on and on about his son, or his kids in general, so this is where you need to be a good listener. When he stops for a breath, encourage him to keep talking by saying ‘really’ or ‘is that so’ or even ‘I’d love to know more’.

This simple strategy not only can get you a sale, but can also earn you a friend. You will be better off in business, and in life, by adopting this kind of non-selfcentered way of living. You’ll have a greater, kinder impact on you friends, and everyone around you.

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