Part Two: Six Ways to Make People Like You
04.2.1 Do This and You’ll be Welcome Anywhere, Pages 77 – 90
PRINCIPLE 1 Become genuinely interested in other people.
“I love my audience. I love my audience.” Pg. 80
PRINCIPLE 2 Smile!
Professor James V. McConnell, a psychologist at the University of Michigan, expressed his feelings about a smile. “People who smile,” he said, “tend to manage, teach and sell more effectively, and to raise happier children.”
Pages 100 – 108
PRINCIPLE 3 Remember that a person’s name is to that person the sweetest and most important sound in any language.
“We should be aware of the magic contained in a name and realize that this single item is wholly and completely owned by the person with whom we are dealing … and nobody else.“ Page 108
Pages 110 – 120
PRINCIPLE 4 Be a good listener. Encourage others to talk about themselves.
“And so I had him thinking of me as a good conversationalist when, in reality, I had been merely a good listener and had encouraged him to talk.” Page 111
Pages 121 – 125
PRINCIPLE 5 Talk in terms of the other person’s interests.
‘Mr. Funkhouser, I believe I can make money for you.’
Pages 126 – 138.
PRINCIPLE 6 Make the other person feel important—and do it sincerely.
“What was I trying to get out of him!!! What was I trying to get out of him!!!” Page 127
Carnegie’s point here is that he is not pandering, and that he had sincere interest. He didn’t want to know the other person in order to gain – he just wanted to know them. Why not? Life is short. Say hello to the person next to you.