Some relatives of mine, Dick and Lucille, own and manage a hardware store in a small town in Michigan. The hardware store they own is part of a chain of hardware stores that specializes in serving small communities. When Dick and Lucille moved to this community twenty years ago, they became part of it. They…
For the most part, people prefer to do business with people they like and trust. That’s why personal relationships are far more effective when it comes to getting people to say ‘yes’ than the mastering of any sales technique. Let me give you an example: Eighty to ninety percent of the people who go…
Don’t be nice to people just because you want something from them. Make it a point to be nice just to be nice. It costs you nothing, it make you feel really good about yourself and the payoff is incredible. Why? Because, when you’re nice to people, they’re nice to you in return. Make being…
Most people look at caring as the expenditure of time and effort to benefit someone else. In reality, caring about others actually benefits you–big time! The reason is that when you care about others, they care back. And the more you care, the more they care back. Give people any indication at all that you…
People have an insatiable need to be appreciated. If you can satisfy this need, you will have them eating out the palm of your hand. One very easy way to do this is to complement people, in a sincere way, for any number of reasons: things they have accomplished, the outfit they are wearing, how much you like their…
A smile has such a profound positive impact on those around you that it is the one thing that is used more often than sex in advertising. So, if you want your life to change dramatically for the better, try this: Tomorrow morning, before you get out of bed, make the decision that you are…
If you expect to achieve anything during your lifetime that is worthy of note, it’s important to remember one thing: you can’t do it by yourself, you need all the help you can get. So invest in personal relationships because relationships, as they develop, naturally lead to trust. When someone trusts you and you ask…
Sending Notes of Thanks If you want to get others excited about going the extra mile for you over and over again, all you need to do is to make them feel special when they do. Merely saying thank you is not enough. For example, instead of sending someone a thank you note, send a…