Part II.
The second part of Carnegie's book gives suggestions on how to get people to like you. First, Carnegie recommends that a person truly care and be interested about others. By doing this you show the other person that you admire them and by showing this interest, people will in turn be more apt to like you. The next point Carnegie makes is to smile. By smiling you project a positive attitude and there is a good chance that others will respond back with at least a smile. Carnegie urges readers to, "Remember that a person's name is to that person the sweetest and most important sound in any language" because each person's name is unique. He gives an example of how a student from one of his seminars called a client by his full name (along with using the correct pronunciation), instead of just calling him Nick, and brought tears to his eyes. The next principle that Carnegie mentions is to, "Be a good listener. Encourage others to talk about themselves," and to, "Talk in terms of the other person's interests." Everyone loves to talk about themselves and their interests and so by encouraging this behavior, one is showing that they are also interested in the topic. "Make the other person feel important - and do it sincerely," is the next idea that Carnegie has to make people like you. By making the other person seem more important, it is viewed as a compliment.
This section relates to the six second test. By smiling, both people are put at ease and this makes the rest of the sales call much easier. Building rapport is easier when the salesperson asks questions about what the prospect is interested in. The conversation flows and the salesperson can learn bits and pieces about what the prospect is interested in, or what the company is looking for in a new product. By using the prospect's name throughout the sales call, it helps personalize the presentation and helps build a relationship.
