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Dale Carnegie who
wrote the book, "How to win friends and influence people"
shared how he won a major sale by making himself memorable in a positive
way. While sitting at dinner he started talking with a gentleman at
his table. The man at his table spoke for four hours while only allowing
Dale Carnegie the opportunity to speak for only about two minutes. After
four hours the man stated to everyone, "Dale Carnegie is the best
conversationalist I've ever met". By being an active listener Dale
Carnegie was not only portrayed as a great conversationalist, but the
man instantly took a liking to Dale Carnegie. Since Dale was interested
in him he was interested in Dale and later he provided Dale Carnegie
with a great sales opportunity.
You too can make
yourself memorable to everyone you meet. By following the guidelines
below, you'll not only be more memorable, but you'll get more clients,
keep them and get enthusiastic referrals. Start these TODAY!
- Introduce yourself
to others. No matter where you are act like you're the host. Be the
first to say hello.
- Make an extra
effort to remember people's names. As Dale Carnegie says, "the
sweetest sound to a person is their name."
- Use eye contact
and smile upon meeting someone. The best way to build rapport is through
- Make everyone
feel important by paying full attention to him or her. President Clinton
is a master of this. When you talk to him, he makes you feel like
you are the only person in the room.
- Show others that
you are enjoying your conversation with them. Don't yawn, look bored
or have a case of roving eyes.
- Show curiosity
and interest in others.
- Listen, Listen,
Listen. You not only become more likeable, but you really start to
understand the persons wants, needs and desires.
- Be enthusiastic
about things and life to others. People will gravitate to those upbeat,
positive and cheerful people.
- Display your
sense of humor. People remember humor six times longer than regular
- Be able to speak
on a variety of subjects. Keep abreast of current events.
- Speak concisely.
Be able to tell people what you do in a few short sentences.
- Speak their language.
Talk in terms of their communication style. For example, if someone
just wants the facts, don't go into a lot of stories and anecdotes.
- Be tolerant of
peoples beliefs if they are different from yours
- Invite people
to join you for lunch, dinner and other social events
- Ask them for
- Don't interrupt
- Have positive
body language. Use the SOFTEN technique. S=smile, O=open posture,
F=forward lean, T=stay out of their territory, E=eye contact, N=nod
to show understanding.
- Be yourself.
Enjoy the conversation
- Give them more
than they expect. In other words, underpromise and overdeliver.
- Compliment others
about what they are wearing, doing, or saying, but be sincere.
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