Princple -3
Arouse in the other person an eager Want .
“Remember that a person’s name is to that person the sweetest and most impottant sound in any language.”
The importance of remebering and using names is not just the right (prerogative ) of kings and corporate executives . it works for all of us. Ken Nottingham, an employee of General Motors in Indiana , usually had lunch at the company cafeteria. He noticed that the woman who worked behind the countr always had a scowl on her face. “she had been making sandwiches for about to hours and I was just another sandwich to her. I told her what I wanted. She weighed out the ham on a little scale, then she gave me one leaf of lettuce, a few potato chips and handed them to me.
“ The next day I went through the same line, Same woman , same scowl. The only difference was I noticed her name tag. I smiled and said ,’hello,Eunice,’ and then told her what I wanted, well she forgot the scale,piled on the ham, gave me three leaves of lettuce and heaped on the potato chips until they fell of the plate.”
We should be aware of the magic containe in a name and realixe that this single item is wholly and completely owned by the person with whom we are dealing…. And nobody else. The name sets the individual apart’ it ames him or her unique among all others, the information we are imparting or the request we are making takes on a special importance when we approach the situation with the name of the individual.
Principle -4:
“Be a good Listener, Encourage others to talk about themselves.”
One morning years ago, an angry customer stormed into the office of Hulian F. Detmer, founder of the Detmer Woolen Company, which later became the world’s largest distributor of woolens to the tailoring trade.
“ This man owed us a small sum of moiney, “Mr. Detmer explained to me, “The customer denied it, but we knew he was wrong, so our credit department had insisted had insisted that he pay. After getting a number of letters from our credit department, he packed his grip, made a trip to Chicago, and hurried into my office to inform me not only that he was not going to pay that bill, but that he was never going to buy another dollar’s worth of goods from the Detmer Woolen Company.
“ I listened patiently to all he had to say. I was to tempted to interrupt, but I realized that would be bad policy. So I let him talk himself out. When he finally simmered down and got in a receptive mood, I said quietly: ‘ I want to thank you for coming to Chicago to tell me about this, you have done me a great favour, for if our credit department has annoyed you, I may annoy other good customers, and that would be just too bad. Believe me, I am far more eager to hear this than you are to tell it.’
“ That was the last thing in the world he expected me to say. I thing he was a trifle disappointed, because he had come to Chicago to tell me a thing or two, but here I was thanking him instead of him scrapping with him . I assured him we would wipe the charge off the books and forget it, because he was very careful man with only one account to look after, while our clerks had to look after thousands. Therefore, he was lesslikely to be wrong than we were.
“ I told him that I understood exactly how he felt and that , if I were in his shoes , I should undoubtedly feel precisely as he did. Since he wasn’t going to buy from us anymore. I recommednded some other woolen houses.
“ In the past we had usually lunched together when he came to Chicago, so I inveted him to have lunch with me this day, he accepted relunctantly, but when we came back to the office he placed a larger order than ever before. He returned home in a softened mood and, wanting to be just as fair with us as we had been with him, liiket over his bills, found one that had been mislaid, and sent us a check with his apologies.
“later, when his wife presented him with a baby boy, he gave his son the middle name of Detmer, and remained a friend and customer customer of the house until his death twenty two years later.
Years ago, a poor Dutch immigrant boy washed the windows of a bakery shop after ashool to help support his family. His people were so poor that in addition he used to go out in the street with a basket every day and collect stray bits of coal that had fallen in the gutter where the coal wagons had delivered fuel. That boy, Edward bik, never got more than six years of schooling in his life; yet eventually he made himself one of the most successful magazine editors in the history on American journalism. How did he do it?. That is a long story:-
He left school whe he was thirteen and became an office boy for Western Union, but he didn’t for one monment five up the idea of an education. Instead, he started to educate himself. He saved his carfares and went without lunch until he had enough money to buy an encyclopedia of American biography and the he did an unheard of thing. He read the lives of famous people and wrote them asking for additional information about their childhoods. He was a good listener.
He asked famous people to tell him more about theselves. He wrote Heneral James A. Garield, who was then running for President, and asked if it was true that he was once a tow boy on a canal; and Garfield replied.
Corresponding with these men fired him with a vision and ambition that shaped his life and all this, let me rpeat, was made possible solely by the application of the principles we are discussing here.
So if we aspire to be conversationalist be an attentive listener. To be interesting, be interested. ask questions that other persons will enjoy answering. Encourage them to talk about themselves and their accomplishments.
Remember that the people you are talking to are a hundred times more interested in themselves and their want and problems than they are in you and your problems.
Principles:- Be good listener. Encourage others to talk about themselves.
How to interest People:-
