This is a guest post from Arnold Sanow.
Dale Carnegie, who wrote 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 spoke for four hours while 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 actively listening, Dale Carnegie not only came off as a great conversationalist, but also made the man instantly take a liking to him. Because he showed genuine interest in the man, Carnegie earned a great sales opportunity.
By following the tips below, you too will stand out in the crowd and make yourself more memorable to everyone you meet:
- 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 eye contact.
- Make everyone feel important by paying full attention to him or her. Former 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 person’s 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 conversation.
- 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 their preferred communication style. For example, if someone just wants the facts, don’t go into a lot of stories and anecdotes.
- Be tolerant of people’s beliefs if they are different from yours.
- Invite people to join you for lunch, dinner and other social events.
- Ask them for their opinions.
- Don’t interrupt.
- Have positive body language. Use the SOFTEN technique: Smile, Open posture, Forward lean, stay out of their Territory, Eye contact, 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.
About the Author: Arnold Sanow, MBA, CSP is a speaker, trainer, coach and facilitator. He is the author of six books, including Get Along with Anyone, Anytime, Anywhere: 8 Keys to Creating Enduring Connections with Customers, Co-workers … Even Kids. He can be reached at speaker@arnoldsanow.com and www.arnoldsanow.com.
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