To Make More Sales, Try Making More Friends

To Make More Sales, Try Making More Friends By C.J. Hayden, MCC If you want to win people over to your way of thinking, they need to like you. And the way to get them to do that is to take an interest in them….. “Learn to love, respect and enjoy other people.” — Dale Carnegie In 1936, Dale Carnegie published “How to Win Friends and Influence People.” Since then, his book has sold more than 15 million copies and is widely credited as being the first book in the modern self-help genre. The core of Carnegie’s simple philosophy is that one of the greatest human needs is to feel important. If you want to win people over to your way of thinking, they need to like you. And the way to get them to do that is to take an interest in them. When learning how to sell better, we often hear the advice to ask questions and listen to the customer. This advice, though, is frequently given in the context of using questions to gather information helpful to the sales process, and to listen for clues that will help you convince the customer to buy. What Carnegie suggested was that the true path to being a successful salesperson, leader, or well-liked individual was not to focus on your desired outcome, but to put your attention on the...

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