Part one: Fundamental Techniques in Handling People
1. Dont criticize, condemn or complain.
- When handling your underlings, instead of criticizing them for their weaknesses or mistakes try giving them praises and incentives for their good performance.
2. Give honest and since appreciation.
- Criticizing and ridiculing does not only hurt the feelings of an employee, it is never called for and won't help them change their performance. Honest appreciation got results where criticism and ridicule would fail. Be "hearty in your approbation and lavish in your praise".
3. Arouse in the other person an eager want.
- It is necessary to bait the hook to suit the fish. Here; we're using the same common sense to fish for people.
The only way on earth to influence other people is to talk about what they want and show them how to get it.
Henry Ford once said, "If there is any one secret of success, it lies in the ability to get the other person's point of view and see things from that person's angle as well as your own".
As a sales person, our duty is not to serve own interest but to serve others. The world is full of people who are grabbing and self-seeking. So the rare individual who unselfishly tries to serve others has an enormous advantage.
Professor Overstreet’s wise advice: First, arouse in the other person an
eager want. He who can do this has the whole world with him. He who cannot
walks a lonely way.
William Winter once remarked that "self-expression is the dominant necessity of
human nature.” Why can’t we adapt this same psychology to business dealings?
When we have a brilliant idea, instead of making others think it is ours, why not let
them cook and stir the idea themselves. They will then regard it as their own; they
will like it and maybe eat a couple of helpings of it.