Arouse in the Other Person an Eager Want

January 9, 2012

Dale Carnegie was a master at understanding human motivations. He knew that every act that people perform since the day they were born was performed because they wanted something. Consequently, he knew that the only way on earth to influence people is to talk about what they want and show them how to get it.

To illustrate this point he used to give the following example: His sister-in-law was worried sick over her two boys. They were at Yale, and they were so busy with their own affairs that they neglected to write home and paid no attention whatever to their mother’s frantic letters.

Then Carnegie offered to wager a hundred dollars that he could get an answer by return mail, without even asking for it. Someone called his bet; so he wrote his nephews a chatty letter, mentioning casually in a postscript that he was sending each one a five-dollar bill.

He neglected, however, to enclose the money.

Back came replies by return mail thanking “Dear Uncle Andrew” for his kind note and—of course—making mention of the lack of an enclosed five-dollar bill!

In his book, “How to Develop Self Confidence & Influence People by Public Speaking,” Carnegie quotes Harry A. Overstreet who said in his book, “Influencing Human Behavior:” “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.”

Here’s an example of this important principle in action from your friends at Dale Carnegie Training of Alabama:

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