The only way on earth to influence other people is to talk about what they want and show them how to get it


Why talk about what we want? That is childish. Absurd. Of course, you are interested in what you want. You are eternally interested in it. But no one else is. The rest of us are just like you: we are interested in what we want.

Looking at the other person’s point of view and arousing in him an eager want for something is not to be construed as manipulating that person so that he will do something that is only for your benefit and his detriment. Each party should gain from the negotiation.

The world is full of people who are grabbing and self-seeking. So the rare individual who unselfishly tries to serve others has an enormous advantage. He has little competition.

‘People who can put themselves in the place of other people, who can understand the workings of their minds, need never worry about what the future has in store for them.’

Success in business hinges on your ability to place yourself in the shoes of other people — especially, the shoes of your prospects and customers.

Never speak about your own personal wants or desires to a potential customer.

Reason being: People only care about what you can do for them. So it’s only logical to think and act in terms of the other person’s interests.