“If there is 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.”
~ Henry Ford
Human Relations Principle 3: Arouse in the other person an eager want (He/she who can do this has the whole world with him/her. He/she who cannot walks a lonely way.)
(This is the third in a series of articles where I will encapsulate each of Dale Carnegie’s timeless, life-changing principles for dealing with people. (Adapted from How to Win Friends and Influence People.))*
The only way on earth to influence other people is to talk about what they want and show them how to get it. There is only one way under high heaven to get anybody to do anything. By making the other person want to do it.
Tune into Everyone’s Favorite Station, WIIFM
Our human tendency when we are approached by someone asking for something is to ask ourselves, “What’s in it for me (WIIFM)?” Know that everyone thinks this thought when being asked for something. So, if you desire to ask someone for something, first tune into their favorite station, WIIFM. Let them know how by them giving you what you want they can receive what they want too.
To get what we want from another person, we must forget our own perspective and begin to see things from the point of view of others. When we can combine our desires with their wants, they become eager to work with us and we can mutually achieve our objectives.
What Every Person Needs to Know about Sales
Dale Carnegie said, “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.”
Tie every idea you are selling to a benefit to your prospect. This is as true in the Boardroom as it is on the selling floor or at home with your family.
Tomorrow you may want to persuade somebody to do something. Before your speak, pause and ask yourself: “How can I make this person want to do it by also giving them what they want?”
Much success and fulfillment with mastering human relations,
* The best guide on effective human relations that I have ever encountered is How to Win Friends and Influence People by Dale Carnegie, published in 1936. Prior to writing the book, Carnegie spent 20 years researching the habits of successful people. The book has sold over 30 million copies and is still listed on Amazon’s top 100 best selling books.
Other articles within this series you may enjoy:
- Human Relations Principle #1: Don’t criticize, condemn or complain.
- Human Relations Principle #2: Give honest and sincere appreciation.