In this issue:

Dale Carnegie's third ten tips from How to win friends and influence people

Books of the months

Seven effective negotiating tactics

    ISSUE 12 • August 2007

       from  "How to win friends and influence people"

 I have finished re-reading Dale Carnegie's classic
   "How to win friends and influence people" and I continue to be reminded just how simple and straightforward the style is and how relevant it still is in today's world and particularly relevant for Rainmakers.

   Dale recommends the tactics below to Be a Leader.
 
 I find tremendous similarity between the sentiments expressed by Dale and those by Ferdinand Fournies in " Coaching for Improved Work performance" (also in our book section).

Especially the part which Fournies calls Positive reinforcement and how he believes that this is the only way to bring about change in people's habits and behaviours.

For me I would summarise it by saying that it's all about...

"Catching people doing things better.
Maybe not perfect yet but better than they did yesterday and the day before" .

Those of you who have coached people will know how incremental change done over a period of time can make dramatic changes in people and their capabilities.  

If you haven't read either of the books yet then I encourage you to...

It's our book of the month again (oh what a surprise ;-]] )

If you scroll down you can order it on Amazon from our web-site..

Here's his third ten principles to continue.
(I promise I'll use something new next month)

Be a Leader

22. Begin with praise and honest appreciation.

23. Call attention to people's mistakes indirectly.

24. Talk about your own mistakes before criticizing the other person.

25. Ask questions instead of giving direct orders.

26. Let the other person save face.

27. Praise the slightest improvement and praise every improvement.
         Be "hearty in your approbation and lavish in your praise."

28. Give the other person a fine reputation to live up to.

29. Use encouragement. Make the fault seem easy to correct.

30. Make the other person happy about doing the thing you suggest.

Books of the month(s)

It contains many of the principles that the Rainmakers that we have interviewed use unconsciously to develop relationships and business with their clients

Click the book to link to our recommended book page

1. Walk a mile in their shoes:
   Examine the position the other party is taking, ask your self why s/he is taking it. Maybe ask “What’s your basic concern in wanting XYZ to happen?”
   Ask yourself “Why have they not made the decision yet?
   What are the issues that are preventing this person from saying ‘yes’”?
   Once you determine what stands in the way, you can tackle the problem.
    
2. Generate lots of options for mutual gain:
   Broaden the other party’s options. Don’t search for a single answer to an issue – there is usually a large universe of possible answers to any given situation.
3. Don’t overlook basic human needs:
   There is always more at stake than money; it is your job to identify such factors and sort them out. When you do, acknowledge that you appreciate the other person’s interests.
4.  Keep summarising:
   A great way to do this is to say
    “As I understand it, your main goal/ concern is _____.
   Have I understood you correctly?
   Do you have any other important issues for us to discuss?”
5. Note the other person’s interests as a way to build rapport:
   Doing this will improve the quality of your interaction with the other person.
   Find common ground remember people like people who are like them
6. Before starting to negotiate identify your “walk away” point:
   Remind yourself during the negotiating process that the best deal is sometimes no deal at all. Always be aware of the point at which you will walk away, and if the negotiation does not move towards a better agreement than that, walk.
7. Prospecting continuously is your very best negotiating strategy:
    If you have sufficient prospects in your system, you have more options
   You can more confidently make the choice to WALK AWAY if the terms do not meet your minimum requirements.
   Your sales process and your negotiation strategy are always intimately related!

"Our plans miscarry if they have no aim.
When a man or woman does not know what harbour they are making for,
 no wind is the right wind”
Seneca

Mike Meyer on organising your customer data to support your processes

"Think not of yourself as the architect of your career but as the sculptor.
Expect to have to do a lot of hard hammering, chiselling, scraping and polishing."

B.C. Forbes (1880-1954)
Scottish journalist & founder of Forbes magazine