I didn’t bait the hook with strawberries and cream. Rather, I dangled a worm or a grasshopper in front of the fish and said: ‘Wouldn’t you like to have that?’ Why not use the same common sense when fishing for people?
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. So the only way on earth to influence other people is to talk about what they want and show them how to get it.
Tomorrow you may want to persuade somebody to do something. Before you speak, pause and ask yourself: ‘How can I make this person want to do it?’ . That question will stop us from rushing into a situation heedlessly, with futile chatter about our desires.
Yes, It’s true that we have no interest in buying things from salesperson, but we so interested in finding solutions to our problems, so, if a salespersons can show us how their product will help us fix our problem, indeed we will be interested but how they can do that?
The answer is simple; salespeople must show more interest in helping customers’ than getting money out of their pockets.
Owen D.Young said:
“People who can put themselves in the place of other people, who can understand the workings of their minds, never need worry about what the future has in store for them.”
The author think that if this lesson “Thinking always in term of other people’s point of view” is the only lesson you get out of this book, it will be a major building block in your career.
Always remember to find and understand the other person is eager want and show them how you can help them to get it, by doing this you will have the whole world with you.