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At the age of 17, Odin started working as the manager of an art gallery. One of his daily duties was to monitor the activities of his employees. Whilst monitoring his employees one day, he spotted one of his salesmen dealing with a skeptical customer.
Instead of helping the salesman who we shall refer to as Cal. He chose to watch what Cal would do. Odin expected Cal to do what any other salesman would do, talk about the painting and their interests. Most salesmen would talk about the painting or their interests to persuade the customer.
However, that is not what Cal did. Rather than bombarding the client with useless information. Cal decided to establish a relationship between the client and himself. He wanted to build trust and understand the interests of the client.
After some time talking and building trust. Cal learned the client wanted to buy the painting for his office. According to the client he wanted to buy it as an icon of status and wealth. Turns out, the client owned an insurance business. He thought buying the art work would elevate his position in the eye of business associates and clients.
Unfortunately, there was one issue with the sale — the price. The client felt skeptical about the price given. Cal determined the client desperately desired the admiration and respect of his colleagues and clients. When it was time for negotiating, Cal once again tried a different approach.
Cal started by agreeing with the client. Agreement may be seen as a trivial move, however, it makes the negotiation seem like a friendly encounter instead of an adversary encounter. It puts the other sides guard down. After agreeing, Cal asked how much the respect and admiration of his colleagues and clients was worth to him. Cal continued “This price is a small price to pay for the admiration and respect of your associates”.
Cal attacked the sweet spot of the client. He continued to talk about how different his life would be if he was admired and respected by those around him. The client could not resist the excitement. Remember, people don’t desire products, they desire the feeling those products give them.
Through talking in terms of the clients interests and selling them the feeling of buying that product. Cal was able to close the deal. After seeing Cal’s strategy, Odin started admiring Cal. In fact, Cal got a larger commission from that deal.
Everything in life can be turned into an opportunity to learn, knowing more is always an advantage in life.
In this book, we examine Odin’s notebooks and learn how to win friends and influence people from him.
We wish our readers don’t just simply read this story but also try to learn from Odin.
Book: How to Win Friends and Influence People by Dale Carnegie (Purchase book on Amazon)
- Always talk in terms of the other side’s interest
Dale Carnige often went fishing. He personally loved strawberries and cream, however, whenever he went fishing he would use worms and grasshoppers as bait. He would not think about what he liked but rather what the fish liked. He always used what the fish liked. Why not use the same strategy when dealing with people?
That is what Great Britain’s Prime minister in WWI learned. When they asked him how he managed to stay in power after other wartime leaders had been forgotten. He said that if there was one thing that attributed to his success the most was that he learned that it was necessary to bait the hook to suit the fish.
“If there’s any one secret to success in life, it lies in the ability to get the other person’s point of view and see things from that persons angle as well as you do from your own” – Henry Ford
Notice: All of the entities and locations mentioned in this story are fictional.