戴尔·卡耐基/DaleCarnegie
YearsagoPatrickJ.O', andhowhelovedascrap! Hehadoncebeenachauffeur, andhecametomebecausehehadbeentrying, withoutmuchsuccess, , ifaprospectsaidanythingderogatoryaboutthetruckshewasselling, Patsawredandwasrightatthecustomer',“Ioftenwalkedoutofanofficesaying: 'Itoldthatbirdsomething.'SureIhadtoldhimsomething, butIhadn'tsoldhimanything.”
MyfirstproblemwasnottoteachPatrickJ.O'.
Mr.O'HairebecameoneofthestarsalesmenfortheWhiteMotorCompanyinNewYork.
Howdidhedoit? Hereishisstoryinhisownwords:“IfIwalkintoabuyer'sofficenowandhesays: 'What? AWhitetruck? They'renogood! Iwouldn'ttakeoneifyougaveittome.I'mgoingtobuytheWhose-Ittruck.'Isay, '-It, you'-Itsaremadebyafinecompanyandsoldbygoodpeople.'”
“-ItisbestandIsaysureitis, 'tkeeponallafternoonsaying, 'It'sthebest' whenI'-ItandIbegintotalkaboutthegoodpointsoftheWhitetruck.”
“-It; andthemoreIarguedagainstit, themoremyprospectarguedinfavorofit; andthemoreheargued, themorehesoldhimselfonmycompetitor'sproduct.”
“.”
AswiseoldBenFranklinusedtosay:“Ifyouargueandrankleandcontradict, youmayachieveavictorysometimes; butitwillbeanemptyvictorybecauseyouwillnevergetyouropponent'sgoodwill.”
, anacademic, theatricalvictoryoraperson'sgoodwill? Youcanseldomhaveboth.
, anincometaxconsultant, , thatitwouldneverbecollected, thatitoughtnottobetaxed.“!”retortedtheinspector.“Itmustbetaxed.”
“Thisinspectorwascold, arrogantandstubborn,”… Thelongerweargued, , changethesubject, andgivehimappreciation.
