My favorite dessert is Créme Brûlée.
Now, if I were to go fishing, would I bait my hook with Créme Brûlée? Of course not – that’s what I like, but fish prefer worms.
Lloyd George, Great Britain’s Prime Minister during World War I, who stayed in power long after the other wartime leaders had been forgotten, was asked how he managed to remain on top. His response? – “Bait the hook to suit the fish.”
In other words, give people what they want, not what you want.
— — —
«Of course, you are interested in what you want. But no one else is. The rest of us are just like you: we are interested in what we want.» (Dale Carnegie)
— — —
This principle is absolutely key in influencing others.
To convince someone to do something, we have to frame it in terms of what motivates them. And in order to do that, we have to be able to see things from their point of view as well as our own.
Salespeople may spend a lifetime selling without seeing things from the customer’s angle, wondering why they’re not successful as they completely ignore the customer’s needs.
This principle apply to parents, co-workers and leaders as well… Really, it’s all about walking some steps in the other’s shoes. You change perspective keeping your eyes on the target.
— — —
«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. He has little competition.» (Dale Carnegie)
— — —
Next time you want to persuade someone to do something, before you speak, pause and ask yourself, “How can I frame this in terms of her wants?”
Start practice today: When you’re writing an email that contains a request, try replacing “I” and “my” with “you” and “your” as much as possible. Craft your language to make it about them.
____________________
Source & Inspiration: «How to Win Friends & Influence People» (Dale Carnegie, Andrew MacMillan, et al.)
DREIESKIVA|Roald Kvam 
Legg igjen en kommentar