He who can do this has the whole world with him. He who cannot walks a lonely way.

Let’s say I’m a big fan of soccer and you hate soccer, yesterday I saw a very interesting soccer game and I want to talk about it, so, I spent 2 hours with you talking only about the game, can you imagine how the conversation will look like??
It will be the most annoying 2 hours ever, I would be surprised if you can stay for 2 hours but why is that?

It’s so obvious that I want to talk about the game and you want something different, and as human being I have a big interest in talking about what I want not what you want with ignorance to the fact that you too have the opposite interest which is talking about your wants not mine.
By ignoring your want am losing you attention and as result I will not be able to convince, influence or leave impact on you.

I love cheese cake but when I go for fishing I use worms instead of cheese cake because fish for some weird reason prefer hot worms over cheese cake, so, in order to get the fish I get to give it what it want not what I want. If common sense works with fish why don’t we try it with people?

Remember, to be able to influence other people and leave impact on them, you get to talk about what they want not what you want and show them how to get it.

Harry A. Overstreet in his book Influencing Human Behavior said:
“Action springs out of what we fundamentally desire...and the best piece of advice which can be given to would-be persuaders, whether in business, in the home, in the school, in politics is: First, arouse in the other person an eager want. He who can do this has the whole world with him. He who cannot walks a lonely way.”

Henry ford said about the art of dealing with people:
“If there is any one secret of success, it lies in the ability to get the other person's point of view and see things from that person's angle as well as from your own.”

Focusing only on your interest is purely selfish and it’s not going to get you something back, remember we don’t live alone in this world and to succeed in your life you get to be able to deal with others.

Next time you find yourself trying to persuade someone to do something, pause for seconds, and put yourself in the other person’s place, ask yourself if I were in this person’s position what would persuade me to do what am asked to do?, try to understand how other people think, try to see the picture from their own perspective and show them your understanding and caring, explain the mutual benefits and how it’s aligned with their end goals.

The world is full of salespeople who are tired, discouraged, unpaid… because of their selfishness, they care about what they want only instead of focusing on the buyers’ interest, let’s face it nobody want to buy anything from salesperson, if you want to buy something you will go and get it, you are not going to wait to a salesperson to come to you.

Yes, It’s true that we have no interest in buying things from salesperson, but we so interested in finding solutions to our problems, so, if a salespersons can show us how their product will help us fix our problem, indeed we will be interested but how they can do that?

The answer is simple; salespeople must show more interest in helping customers’ than getting money out of their pockets.

Owen D.Young said:
“People who can put themselves in the place of other people, who can understand the workings of their minds, never need worry about what the future has in store for them.”

The author think that if this lesson “Thinking always in term of other people’s point of view” is the only lesson you get out of this book, it will be a major building block in your career.

Always remember to find and understand the other person is eager want and show them how you can help them to get it, by doing this you will have the whole world with you.

Principle 3: Arouse in the other person an eager want.