How to Coach Yourself and Others How to Influence, Persuade and Motivate | 页面 221

percent of your success in life depends on your people skills and the
ability to get others to like you. In fact, the Carnegie Institute of
Technology found that only 15 percent of employment and management
success is due to technical training or intelligence, while the other 85
percent is due to personality factors, or the ability to deal with people
successfully. A Harvard University study also found that for every person
who lost his job for failure to do work, two people lost their jobs for
failure to deal successfully with people.
In this era where technology is taking over our lives, it is tempting to
think that personality and the ability to deal with people are not important
qualities. On the contrary, we crave personal interaction now more than
ever. People still want to get to know you and like you before the doors of
persuasion and influence are unlocked. We most often prefer to say yes to
the requests of people we know and like.
Network marketing companies rely on the effects of people skills.
Marketing techniques are arranged in such a way so as to capitalize on the
fact that people are drawn to buy products from people they know and
with whom they are friends. In this way, the attraction, warmth, security,
and obligation of friendship are brought to bear on the sales setting. For
example, at Tupperware home parties, the strength of the social bond is
twice as likely to dictate whether or not someone will buy a product as is
the preference for the product itself.
People skills are crucial because they have a huge impact on our success.
First impressions are made within only four minutes of initial interaction
with a stranger,[15] so we don't have time to not have good people skills.
Whole books have been written on people skills, but let's address some of
the most important and basic communication and interaction techniques.
Goodwill
Goodwill in persuasive practice comes courtesy of Dale Carnegie, one of
the "greats" in terms of understanding human nature. He told us that by
becoming interested in other people, you will get them to like you faster
than if you spent all day trying to get them interested in you.[16] Having
goodwill entails appearing friendly or concerned with the other person's
best interest. Aristotle said, "We consider as friends those who wish good
things for us and who are pained when bad things happen to us."
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