Lemon #3. Arouse in the other person an
Why talk about what we want? That’s childish. Absurd. You’re eternally interested in it. But no one else is. The rest of us are just like you: we’re interested in what we want.
So the only way on earth to influence other people is to talk about what they want and show them how to get it.
Henry Ford said: «If there’s any one secret of success, it lies in the ability to get the other person’s point of view and see things from that person’s angle as well as from your own».
Thousands of salespeople are pounding the pavements today, tired, discouraged and underpaid. Why? Because they’re always thinking only of what they want. They don’t realize that neither you nor I want to buy anything. If we did, we would go out and buy it. But both of us are eternally interested in solving our problems. And if salespeople can show us how their services or merchandise will help us solve our problems, they won’t need to sell us. We’ll buy. And customers like to feel that they are buying – not being sold.
Dale Carnegie @ How to win friends and influence people.