How to Win Friends and Influence People Review and Reaction.
The three lessons that Dale Carnegie teaches in the first part of How To Win Friends and Influence People all relate to how to deal with people. Carnegie recommends that one does not, "Criticize, condemn, or complain." The only thing that these actions accomplish is to hurt the other person's feelings. Everyone makes decisions that they rationalize to be right and before another person tries to question their actions, they should first walk in their shoes so to speak. The second recommendation Carnegie makes is to, "Give honest and sincere appreciation." By doing this one makes the other person feel good about themselves. In the book, Carnegie gives an example of how a wife served her husband hay for dinner. The husband asked her what the hay was for and she responded that since he had never told her that her cooking was good, she did not think he would know the difference. By praising others you make them feel better about themselves and they will be more willing to give assistance if needed. The third lesson Carnegie teaches is to, "Arouse in each person an eager want." By showing people how they will benefit from a situation, one will have an easier time getting what they want. .
These three lessons relate to what we have learned in class in many different ways. If a salesperson criticizes the way things are done at a prospective new account, chances are high that that company will not buy anything from that salesperson because he has put them on the defense. By instead complimenting the company on what they do well, or what the individual person does well, the possibility of gaining a new customer is much higher. If a salesperson shows a prospect how they product they sell can help out the company's business, there is a greater chance of a sale being made. This is why using trial closes is important, to help solidify value.
