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.
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AswiseoldBenFranklinusedtosay："Ifyouargueandrankleandcontradict, youmayachieveavictorysometimes；butitwillbeanemptyvictorybecauseyouwillnevergetyouropponent'sgoodwill."
, anacademic, theatricalvictoryoraperson'sgoodwill？Youcanseldomhaveboth.
, anincometaxconsultant, , thatitwouldneverbecollected, thatitoughtnottobetaxed."！"retortedtheinspector."Itmustbetaxed."
"Thisinspectorwascold, arrogantandstubborn，"……Thelongerweargued, , changethesubject, andgivehimappreciation.
