How To Win Friends And Influence People By Dale Carnegie. A Book Review
The story goes, someone says something insulting, and you tell them they should read How To Win Friends And Influence People. The book has entered the public consciousness. The book is Iconic.
I have a library of over 2,000 books on sales, selling, human nature, and psychology.
This book, How To Win Friends And Influence People is one of only a few that I read once a year. The book was written in 1936, by Dale Carnegie (originally, it was spelled Carnegey, but he changed it to infer a relationship with the great Andrew Carnegie).
Think of the book title for a minute. How To Win Friends and Influence People. The title is perfect. It describes the two most universal desires of man. Making people like you, and having people agree with you. Of course, this especially applies if you are in sales.
By now, you have probably read the reviews that tel you the subjects covered in the book; listening, being interested in other people....that sort of thing. But here is the genius of the book...the reason everything in the book works....the book tells you, in complete detail how to be the kind of person that others want to be around, have you as a friend, and buy from you.
In sales, if the customer likes you and enjoys talking to you, you are far more likely to make a sale. Isn't that how we all are? We like to deal with people that we like. This book tells you how to do that.
I remember at about 18 years old, I was a jerky kid...and someone recommended this book. I read it. But I wasn't ready for what it said. Then I read it a few more times over the next could of decades. It wasn't until I was in my mid-forties that I truly understood the wisdom that this book contains. I still have my original 1981 hardback. One of my most treasured books.
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Claude Whitacre has over 40 years of direct sales experience. In that time, he has trained hundreds of salespeople He is the author of six books on the subject of selling, as well as hundreds of articles. He has spoken to over 200 audiences across the US on how to how to find highly likely prospects and closing in one sales call.
Retiring in 2022 from actively selling, Claude wanted to give back to the sales and marketing fields by teaching the strategies and techniques that have proven so effective in his own selling.
One of the many strategies and practices Claude implemented over the decades is working with over 200 top salespeople on real sales appointments, in 71 different industries. He would work with them for a day, prospecting and going on sales appointments, with them. Then they would work with him in the field for a day. Eventually, Claude determined that about 98% of everything he used in his own selling was actually learned from top salespeople outside of his own core industry.
To pay forward what Claude has learned, he wanted to give salespeople the opportunity to benefit from what he did....learn from the best salespeople, experts, sales authors, and trainers from all over the country.
This podcast is that effort.
Claude has videos and articles on the following subjects.
Sales prospecting, cold calling, referral prospecting, social selling, referral selling, sales prospecting training, referral prospecting training, sales prospecting techniques, how to get the best referrals, how to cold call strategically, best cold calling techniques, sales training, best closing techniques, answering sales objections, and one call closing.