To listen well, is as powerful a means of influence as to talk well, and is as essential to all true conversation. – Chinese Proverb
let’em do the talking…
Research shows that in a 2 person conversation when Person A does more of the talking, they think that Person B is impressive!! It’s as simple as that. Let others talk, most people like to talk and hear their own voice, let’s give them that pleasure! How does this benefit us? We understand others better and gain their confidence!! All because we let them talk!! A total win-win…
15th Dale Carnegie Principle: Let the other person do a great deal of the talking.
Here’s a story from the book:
A large advertisement appeared on the financial page of a New York newspaper calling for a person with unusual ability and experience. Charles T. Cubellis answered the advertisement, sending his reply to a box number. A few days later, he was invited by letter to call for an interview. Before he called, he spent hours in Wall Street finding out everything possible about the person who had founded the business. During the interview, he remarked: "I should be mighty proud to be associated with an organization with a record like yours. I understand you started twenty-eight years ago with nothing but desk room and one stenographer. Is that true?"
Almost every successful person likes to reminisce about his early struggles. This man was no exception. He talked for a long time about how he had started with $450 in cash and an original idea. He told how he had fought against discouragement and battled against ridicule, working Sundays and holidays, twelve to sixteen hours a day; how he had finally won against all odds until now the most important executives on Wall Street were coming to him for information and guidance. He was proud of such a record. He had a right to be, and he had a splendid time telling about it. Finally, he questioned Mr. Cubellis briefly about his experience, then called in one of his vice presidents and said: "I think this is the person we are looking for."
Mr. Cubellis had taken the trouble to find out about the accomplishments of his prospective employer. He showed an interest in the other person and his problems. He encouraged the other person to do most of the talking – and made a favorable impression.
Daily Affirmation: Today I AM a listener!