published: April 29th, 2008

How to Sell to the Rich - Part 3

Category General | 2 comments »

An excellent contribution was added to my last post by a devoted commentator (she, who thinks I’m a moron. Actually, she says my logic is moronic - not me. But since my logic defines me, I must therefore be, ipso facto, a moron. How do you like that - she’s actually got me calling me a moron! Sheesh!)

Anyway, she made a good point - no, not about me being a moron, but rather about reading Dale Carnegie’s seminal opus: “How to Win Friends and Influence People”.

Now listen, what I’m about to say will probably generate some death threats, but the truth (my truth) must win out. Dale Carnegie’s book, written in the early years of the 20th century has more benefit and uncluttered, straightforward, eternal wisdom in its few pages than any bible, holy book of any religion, past or present. (Yeah, yeah, blasphemy, I know - now get over it and continue reading.)

Everyone, not just marketers, but every human being should read it - numerous times - and commit it to memory.

And clearly, for our topical purposes - selling to the rich - it rings no less true or valuable.

Live by the words written in this book, and not only will you be able to sell to the rich, but you will succeed in any and every endeavor you set before yourself.

By living a life - and conducting business - in conformity with the principals it elucidates, 28 of which I briefly quote below, you will succeed in life and sell to the rich.

  1. Don’t criticize, condemn or complain
  1. Begin with praise and honest appreciation
  1. Arouse in the other person an eager want
  1. Become genuinely interested in other people
  1. Smile
  1. Remember that a person’s name is to that person the sweetest and most important sound in any language
  1. Be a good listener.  Encourage others to talk about themselves
  1. Talk in terms of the other person’s interests
  1. Make the other person feel important, and do it sincerely
  1. The only way to get the best of an argument is to avoid it
  1. Show respect for the other person’s opinions.  Never say, “You’re wrong.”
  1. If you are wrong, admit it quickly and emphatically
  1. Begin in a friendly way
  1. Get the other person saying “yes, yes” immediately
  1. Let the other person do a great deal of the talking
  1. Let the other person feel that the idea is his or hers
  1. Try honestly to see things from the other person’s point of view
  1. Be sympathetic with the other person’s ideas and desires
  1. Appeal to the nobler motives
  1. Dramatize your idea
  1. Throw down a challenge
  1. Call attention to people’s mistakes indirectly
  1. Talk about your own mistakes before criticizing the other person
  1. Ask questions instead of giving orders
  1. Let the other person save face
  1. Give the other person a fine reputation to live up to
  1. Use encouragement.  Make the fault seem easy to correct
  1. Make the other person happy about doing the thing you suggest

More to follow…

–Barry

www.WritingWithPersonality.com

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