Dale Carnegie wrote the great book, “How to Win Friends and Influence People.” It’s a classic book that when I first read it, it was like a checklist of everything I was doing wrong.
Talk about humbling. Here’s a short list of where I fell short:
- Don’t criticize, condemn or complain
- The only way to get the best of an argument is to avoid it
- Arouse in the other person an eager want
Okay, stop being me, a twenty-something obnoxious man.
But, soon after, I went on a sales call in San Francisco. I was building a new Distribution business, selling 3rd party warehouse services.
Instead of the usual, walk in, exchange pleasantries and jump into my pitch, I did something different.
I didn’t start talking right away. Instead, I started asking questions and listening.
And what I learned helped me know what to say. It helped me understand what was going on for them. It helped me understand their pain.
I then shared how my service was a great fit for his problem – because it was. If it wasn’t, I would have shared and left.
And they decided to do business with me.
Dale Carnegie said;
“The only way on earth to influence the other fellow is to talk about what he wants and show him how to get it”
Yes, I substituted [someone] for [other fellow] to match today’s language.
The trick is showing him or her how to get it. If you can’t clearly articulate the value of your product or service, the above is lost.
Helping people clearly communicate their value or their products value is one of the first things I work with them on.
When you share the value of working with you (or buying your product) in a clear, concise and compelling manner, you have the ability to influence others.
The quickest way to do this is to walk through my “Messaging Module” process. You can learn more during a complimentary consultation.