How to Win Friends and Influence People
← Library / How to Win Friends and Influence People
Sales
How to Win Friends and Influence People
Dale Carnegie
Be genuinely interested in other people. Everything else in sales is a footnote to that.
Affiliate link: I earn a small commission if you buy, at no cost to you.
Lessons learned
01
Don't criticize, condemn, or complain.
It never works. People defend themselves instead of changing. I've watched this kill more deals than any pricing issue.
02
Remember names.
A person's name is the sweetest sound they know. I write names down after every meeting and use them the next time.
03
Talk in terms of the other person's interests.
Nobody cares about my quota. They care about their problem. Lead with theirs.
04
Let the other person feel the idea is theirs.
The best closes I've had were ones where the buyer pitched me on why they should sign.
05
Admit mistakes fast and loud.
Beat the other person to it. It disarms almost everyone and I've never once regretted doing it.
Who should read it
Anyone starting a career that involves other humans. It was written in 1936 and nothing in it has expired.
