This is a summary of the classic book by Dale Carnegie on persuasive communication, leadership, selling, and opening friendships/relationship. The author got this from the book and seminar of ETIOP on the same subject matter. Many businesses problemsrelationship are governed by these principles

1. Summary of the book by DaleCarnegie

3.  Influencing others is leadership;
 Tops on personality development and
increasing sphere of influence
 Opening relationships getting friends is first
step in selling <always be opening
relationships>
 Guide to networking

4.  How do you persuade?
 How do you overcome objections?
 Relationship, whom you know, is as
important as what you know
 Convincing others to your points of view (this
is leadership); leadership is influencing
others – nothing more nothing less

5.  I took up MBA and Dale Carnegie course at
ETIOP simultaneously in the 70’s
 The seminar exposed me to top corporate guys
at Philippine Plaza and Philippine navy
 Public speaking training gave me confidence
and ability to speak extemporaneously
I found out that the Dale Carnegie course was
more useful and practical;

6.  Tell them what you want to tell
 Explain what you want to tell them
 Summarize what you have told them
Simplify; tell your story in just two minutes
Use concrete examples and experiences

7.  Names
 Smile
 Listen
 Appreciation
 %
 X CCCC

8.  Call people by the first name
 Remember people by their first names (read
books on memory e.g by Harry Lorrayne
 The sweetest sound to any person in any
language is his first name
 Calling people by their surnames is a NO NO

9.  Smile/laugh and the world laughs with you; cry
and you cry alone
 When you smile only a few muscles work; when
you frown a dozen muscles work
 When you smile, your body generates
endorphins;
 Smile is contagious
 The symbol is smiley

10.  You were given two ears and one mouth; use more of
the ears rather than the mouth;
 Communicate by asking powerful questions and let
the other person do the talking;
 In journalism, one semester is devoted for developing
listening skills
 Don’t be a jerk who just keeps on talking /boasting
about oneself
 The symbol is ear/stethoscope

11.  You will learn more by listening (and
observing
 You adapt to what you will say by listening
 Surveying your
audience, prequalifying, researching your
prospect is a good way to start effective
communications

12.  Obey first before you refuse;
 Listen to the counsel of the wise before
waging a war;
 You do not know it all;
 Misfortunes befall the stubborn and the
obstinate

13.  Give honest and sincere appreciation
 This is represented by flowers
 Plastic/teflon flattery will get you nowhere
 It has to be honest and sincere;
 It can be in the form of “thank you”

14.  Rewards and appreciation
 Be quick to recognize good deeds and
achievement; slow to scold and reprimand
 Thank people who have helped you
 Success is people
 Lift people up to be a success

15.  Are you or are you not?
 Talk in terms of other people’s interest; do
not be selfish;
 Be a person who likes other person;
 You must realize that each person is unique;
humanity is full of diversity

16.  Represented by symbol of interest
 It has to be sincere/genuine
 Some people have attitude or difficulties and
challenges in their behavior
 We cant change people in our relationship;
we must manage our relationship

17.  Husbands and wives quarrel
 The best of relationships turn sour
 Friends become enemies
 The golden rule applies “Do unto others what
you would like others do unto you”
 Customer service is CUSTOMER
RELATIONSHIP

18.  Customers for life
 Treat your customers as if they are your
friends/relatives
 Long term value of customers
 Passion for customers
 Meaning of passion

19.  Do not
COMPLAIN
CONDEMN
CRITICIZE
CHIZMIS (GOSSIP)

20.  Power of positive thinking
 The law of positive regard
 People attract like people - “The Secret”
 Negative vibrations affect people positively in a
room
 Negative vibrations (see Bo Sanchez) produce
ugly crystals

21.  Names
 Smile
 Listen
 Appreciation
 %
 X CCCC

23.  Prepared by: Jorge U. Saguinsin
 Follow:
www.jorgeusbiker.blogspot.com
www.airpollutionkills.blogspot.com
www.angonochronicles.blogspot.com
www.cheapcures.blogspot.com
Summarized from “How toWin Friends and
Influence People” by Dale Carnegie