From the course: Sales: Practical Techniques

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Make me feel important

Make me feel important

From the course: Sales: Practical Techniques

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Make me feel important

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- There's a great book called How to Win Friends and Influence People by Dale Carnegie. It's a famous book. It was written back in, I think, the 1950s, so it's quite dated in some places now, but there's still a lot of real marvelous truths in there. And in one of the chapters in there, he says imagine that everyone you meet has got MMFI written across their forehead. Not MFI, obviously that would be a furniture shop that I think may have gone out of business now, but MMFI, which stands for make me feel important. Everybody wants to be made to feel important. So, how do we do this? How do you make somebody feel important? And the first thing is to listen to them, to ask them questions and listen. If you've got a salesperson that just goes, hi, my name's Chris, I want to tell you all about my product. It's almost, I don't care who you are, I'm just going to talk. So what we want is to say, tell me all about what you're doing, what're your needs, what does your business do, what are the…

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