In my 37 years of working with and training sales people while building a sales force of over 10,000 agents, nothing has been more important than developing my SKILL WITH PEOPLE. I was very fortunate to have a father who had the best PEOPLE SKILLS of anyone I’ve ever met. As a second job/business, my father had a makeshift barber shop in our garage where he would cut men’s hair. On the weekends, I remember people would start knocking on our back door at about 7 AM and he’d cut hair from morning until dark. There would be sometimes 10 to 20 guys drinking beer while waiting to get their haircut. There were so many different characters there, having a great time while waiting. My dad was like a master of ceremonies, making people laugh, telling stories, entertaining them and getting along famously with all. From watching him, I learned so much about how to treat people, regardless of who they were. My dad taught me to treat all people with respect, love and friendship.
I knew that people really liked my dad, but it wasn’t until he passed that I fully realized the impact he had on our small community and the love those people had for him. At his funeral, the attendance was huge and the one consistent thing people said to me was how much they liked and loved my father. I know that this early training regarding SKILL WITH PEOPLE my father taught me has had a tremendous impact in my life and my business success.
I have trained thousands of people over the last 37 years and without question, the thing that holds most people back from having massive success is their lack of SKILL WITH PEOPLE. If people don’t like and trust you, there is simply no where to go with them. As the saying goes “People don’t care how much you KNOW…until they KNOW how much you CARE.”
SKILL WITH PEOPLE quotes by Les Giblin
“People are primarily interested in themselves, not YOU! Putting this same thought another way…the other person is TEN THOUSAND TIMES more interested in themselves than they are YOU!”
“So…would you be skillful in human relations, be sure to make people FEEL IMPORTANT. Remember that the more IMPORTANT you make people FEEL, the more they will respond to YOU.”
“As long as you live, never forget that any FOOL can DISAGREE with people and that it takes a WISE MAN, a SHREWD MAN, a BIG MAN to AGREE! Particularly when the other person is wrong.”
“The more LISTENING you do, the Smarter you will become, the better you will be liked and the better conversationalist you will be. A GOOD LISTENER always winds up far ahead of a good talker in the affections of people. This is because a good listener always allows people to hear their favorite speaker…THEMSELVES.”
“Then you can move them by telling them what they want to hear. You simply show them how they can get what they want by doing what you want them to do.”
“Be generous with your PRAISE. Look for somebody and something to PRAISE and then DO IT! But the PRAISE must be sincere. PRAISE the act not the person.”
“Preface Criticism with a kind word or compliment…Make the criticism impersonal…Criticize the act not the person…one criticism to an offense.”
If you are GRATEFUL to people, if you let those people know you are GRATEFUL, almost always they will give you more the next time. If you don’t show your GRATITUDE (even if you are Grateful) chances are there won’t be a next time or that you will end up with less.”
“People have a strong tendency to balk at any action which they feel you are “Red Hot” for them doing. Their instinct will be to get suspicious or to drive a harder margin.”
These are some of my favorite quotes from Skill With People by Les Giblin, I recommend reading his short book twenty one times in 21 days. I know most of you won’t, but it will cost you a fortune over your lifetime not to.
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Love and Gratitude,