Research shows that 85% of financial success for any business depends on human engineering skills, personality management and the ability to lead people. It is also said that one can make more friends in two months by becoming interested in other people than they can in two years by trying to make other people interested in them. It is for this reason that Dale thought it was important to educate readers on how to succeed in the fundamental techniques of handling people so as to impact and win them and also equip them with skills of how to change people without giving offense or arousing resentment. Dale believes that it is important for any human being to grasp the secret of getting along with people and learn how to make people like them.
When it comes to handling people, instead of criticizing, condemning or complaining, it is always wiser to make the other person want to do something by arousing an eager want in them. This can only be achieved by being genuinely interested in other people. Wearing a smile, listening intently and remembering people’s names are simple ways to make a good first impression that will communicate to them that you care and are interested in their welfare. Dale repeatedly said, “Always make the other person feel important – talking in terms of the other person’s interest pays off for both parties.”
On the other hand, when dealing with people conflicts are bound to arise. During those times, one should never be in a rush to tell people they are wrong, instead, one should strive to judge people by their own principles and show respect for other people’s opinions. However, when the time for confrontation comes, it is wise to begin in a friendly way with the things both parties agree on and keep emphasizing that you are both striving for the same end and that your only difference is that of the method, not the purpose. When one is wrong, it is important to admit it quickly and empathetically.
Always make the fault seem easy to correct. If you must find fault, begin with praise and honest appreciation. Praise the slightest improvement and every improvement. An effective way to correct others’ mistakes is to call attention to people’s mistakes indirectly. Talk about your own mistakes first before criticizing the other person.