There is no better way to learn about someone than to prod them into telling you about their favorite things.  Vacations, hobbies, pets, loved ones and fears – one of the best ways to help someone speak is to make it possible for them to speak about themselves.

Best Quote

‘Mr. Funkhouser, I believe I can make money for you.’

As of 2010, there were fewer than 4,000 American Funkhousers according to the US Census.  It was one of their progenitors that most likely spoke this wonderful line in the pursuit of a lucrative new job.  It is memorable, clear and to the point.  It also spoke to Mr. Funkhouser’s primary interest – making money.

Page by Page

121

“For Roosevelt knew, as all leaders know, that the royal road to a person’s heart is to talk about the things he or she treasures most.”

122

“He talked in terms of what interested the other man.”

123

Hotelier, “I decided to find out what interested this man—what caught his enthusiasm.”

124

‘Mr. Funkhouser, I believe I can make money for you.’

125

PRINCIPLE 5 Talk in terms of the other person’s interests.