9 Strategies for How to Win People to Your Way of Thinking by Dale Carnegie
In order to influence and attract prospects into buying what it is you have to sell, understanding the essential mechanics of how humans make decisions is important. Dale Carnegie has some insight into how this works:
If you argue & contradict, you may achieve a victory sometimes; but it will be an empty victory because you will never get your opponents goodwill. You may be right, but as far as changing another mind is concerned, you will probably be just as futile as if you were wrong. The solution?
- Welcome the disagreement
- Distrust your first impression
- Control your temper
- Listen first
- Look for areas of agreement
- Be Honest
- Promise to think over your opponents ideas & study them carefully
- Thank your opponents sincerely
- Postpone Action to give both sides time to think through the problem