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Thousands Of Salespeople Are Pounding The Pavements Today, Tired, Discouraged And Underpaid. Why? Because They Are Always Thinking Only Of What They Want. They Don't Realize That Neither You Nor I Want To Buy Anything. If We Did, We Would Go Out And Buy It. But Both Of Us Are Eternally Interested In Solving Our Problems. And If Salespeople Can Show Us How Their Services Or Merchandise Will Help Us Solve Our Problems, They Won't Need To Sell Us. We'll Buy. And Customers Like To Feel That They Are Buying - Not Being Sold.

-Dale Carnegie

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Thousands Of Salespeople Are

Dale Carnegie

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Thousands Of Salespeople Are Pounding The Pavements Today, Tired, Discouraged And Underpaid. Why? Because They Are Always Thinking Only Of What They Want. They Don't Realize That Neither You Nor I Want To Buy Anything. If We Did, We Would Go Out And Buy It. But Both Of Us Are Eternally Interested In Solving Our Problems. And If Salespeople Can Show Us How Their Services Or Merchandise Will Help Us Solve Our Problems, They Won't Need To Sell Us. We'll Buy. And Customers Like To Feel That They Are Buying - Not Being Sold.

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More From Dale Carnegie

Remember Happiness Doesn't Depend Upon Who You Are Or What You Have; It Depends Solely On What You Think.

Psychiatrists Declare That Most Of Our Fatigue Derives From Our Mental And Emotional Attitudes... What Kinds Of Emotional Factors Tire The Sedentary (or Sitting) Worker? Joy? Contentment? No! Never! Boredom, Resentment, A Feeling Of Not Being Appreciated, A Feeling Of Futility, Hurry, Anxiety, Worry-those Are The Emotional Factors That Exhaust The Sitting Worker, Make Him Susceptible To Colds, Reduce His Output, And Send Him Home With A Nervous Headache. Yes, We Get Tired Because Our Emotions Produce Nervous Tensions In The Body.

Criticism Is Futile Because It Puts A Person On The Defensive And Usually Makes Them Strive To Justify Themselves. Criticism Is Dangerous, Because It Wounds A Person's Precious Pride, Hurts Their Sense Of Importance, And Arouses Resentment.

An Argument Would Have Begun To Steam And Boil And Sputter - And You Know How Arguments End. Even If I Had Convinced Him That He Was Wrong, His Pride Would Have Made It Difficult For Him To Back Down And Give In.

When Ill Luck Besets Us, To Ease The Tension We Have Only To Remember That Happiness Is Relative. The Next Time You Are Tempted To Grumble About What Has Happened To You, Why Not Pause And Be Glad That It Is No Worse Than It Is.

Try To Fix Firmly In Your Mind What You Would Like To Do; And Then, Without Veering Off Direction, You Will Move Straight To The Goal.

Live An Active Life Among People Who Are Doing Worthwhile Things, Keep Eyes And Ears And Mind And Heart Open To Absorb Truth, And Then Tell Of The Things You Know, As If You Know Them. The World Will Listen, For The World Loves Nothing So Much As Real Life.

A Smile Is Nature's Best Antidote For Discouragement. It Brings Rest To The Weary, Sunshine To Those Who Are Frowning, And Hope To Those Who Are Hopeless And Defeated. A Smile Is So Valuable That It Can't Be Bought, Begged, Borrowed, Or Taken Away Against Your Will. You Have To Be Willing To Give A Smile Away Before It Can Do Anyone Else Any Good. So If Someone Is Too Tired Or Grumpy To Flash You A Smile, Let Him Have One Of Yours Anyway. Nobody Needs A Smile As Much As The Person Who Has None To Give.

If You Do Something For Someone Else, Never Remember. If Someone Does Something For You, Never Forget.

Don't Ask A Man What Is Important To Him. Watch How He Spends His Time

Take A Chance! All Life Is A Chance. The Man Who Goes Farthest Is Generally The One Who Is Willing To Do And Dare.

By Fighting You Never Get Enough, But By Yielding You Get More Than You Expected.

If You Are Not In The Process Of Becoming The Person You Want To Be, You Are Automatically Engaged In Becoming The Person You Don't Want To Be.

Finding Yourself

If You Must Make A Mistake, Make A New One Each Time.

We Nourish The Bodies Of Our Children And Friends And Employees, But How Seldom Do We Nourish Their Selfesteem? We Provide Them With Roast Beef And Potatoes To Build Energy, But We Neglect To Give Them Kind Words Of Appreciation That Would Sing In Their Memories For Years Like The Music Of The Morning Stars.

History Has Repeatedly Been Changed By People Who Had The Desire And The Ability To Transfer Their Convictions And Emotions To Their Listeners.

Develop Success From Failures. Discouragement And Failure Are Two Of The Surest Stepping Stones To Success.

Don't You Have Much More Faith In Ideas That You Discover For Yourself Than In Ideas That Are Handed To You On A Silver Platter?

If You Have Some Idea You Believe In, Don't Listen To The Croaking Chorus. Listen Only To What Your Own Inner Voice Tells You.

Give Honest And Sincere Appreciation.

Try Honest To See Things From The Other Person's Point Of View.

Take Charge Of Your Attitude. Don't Let Someone Else Choose It For You.

If You Want To Know How To Make People Shun You And Laugh At You Behind Your Back And Even Despise You, Here Is The Recipe: Never Listen To Anyone For Long. Talk Incessantly About Yourself. If You Have An Idea While The Other Person Is Talking, Don't Wait For Him Or Her To Finish: Bust Right In And Interrupt In The Middle Of A Sentence.

Even God Doesn't Propose To Judge A Man Till His Last Days, Why Should You And I?

Most People Don't Remember Names, For The Simple Reason That They Don't Take The Time And Energy Necessary To Concentrate And Repeat And Fix Names Indelibly In Their Minds. They Make Excuses For Themselves; They Are Too Busy.

Let's Fight For Our Happiness By Following A Daily Program Of Cheerful And Constructive Thinking.

Create Happiness For Others.

Tomorrow You May Want To Persuade Somebody To Do Something. Before You Speak, Pause And As Yourself, "how Can I Make This Person Want To Do It?

If You Want To Conquer Fear, Don't Sit Home And Think About It. Go Out And Get Busy.

Don't Be Afraid To Give Your Best To What Seemingly Are Small Jobs. Every Time You Conquer One It Makes You That Much Stronger. If You Do The Little Jobs Well, The Big Ones Will Tend To Take Care Of Themselves.

Great Speakers Are Not Born, They're Trained.

If You Can't Sleep, Then Get Up And Do Something Instead Of Lying There Worrying. It's The Worry That Gets You, Not The Lack Of Sleep.

In Fact, Merely Writing The Facts On A Piece Of Paper And Stating Our Problem Clearly Goes A Long Way Toward Helping Us To Reach A Sensible Decision.

Give Your Problem All The Thought You Possibly Can Before A Solution Is Reached. But When The Matter Is Settled And Over With, Worry Not At All.

The Only Way On Earth To Influence Other People Is To Talk About What They Want And Show Them How To Get It.

The Very Best Way In All The World To Overcome Self-consciousn Ess And Shyness Is To Get Interested In Other People And To Think Of Them And, Almost Miraculously, Your Timidity Will Pass. Do Something For Other People. Practice Deeds Of Kindness, Acts Of Friendliness, And You'll Be Surprised To See What Happens.

Fear Is The Result Of A Lack Of Confidence. A Lack Of Confidence Is The Result Of Not Knowing What You Can Do. A Lack Of Knowing What You Can Do Is Caused By A Lack Of Experience. A Lack Of Experience Is Caused By A Lack Of Doing Something New.

Learning Is An Active Process. We Learn By Doing.. Only Knowledge That Is Used Sticks In Your Mind.

The World Is Filled With Interesting Things To Do. Don't Lead A Dull Life In Such A Thrilling World.

You Must Have A Good Time Meeting People If You Expect Them To Have A Good Time Meeting You.

Having A Good Time

Would You Sell Both Your Eyes For A Million Dollars...or Your Two Legs...or Your Hands...or Your Hearing? Add Up What You Do Have, And You'll Find You Won't Sell Them For All The Gold In The World. The Best Things In Life Are Yours, If You Can Appreciate Them.

An Old Man Was Asked What Had Robbed Him Of Joy In His Life. His Reply Was, "things That Never Happened."

Bitter Criticism Caused The Sensitive Thomas Hardy, One Of The Finest Novelists Ever To Enrich English Literature, To Give Up Forever The Writing Of Fiction. Criticism Drove Thomas Chatterton, The English Poet, To Suicide. . . . Any Fool Can Criticize, Condemn And Complain - And Most Fools Do. But It Takes Character And Self-control To Be Understanding And Forgiving.

One Of The Most Appalling Comments On Our Present Way Of Life Is That At One Time Half Of All The Beds In Our Hospitals Were Reserved For Patients With Nervous And Mental Troubles, Patients Who Had Collapsed Under The Crushing Burden Of Accumulated Yesterdays And Fearful Tomorrows. Yet A Vast Majority Of Those People Would Be Walking The Streets Today, Leading Happy, Useful Lives — If They Had Only Heeded The Words Of Jesus: “have No Anxiety About The Morrow”; Or The Words Of Sir William Osler: "live In Day-tight Compartments."

Most Of Us Have Far More Courage Than We Ever Dreamed We Possessed.

Every Day I Pray. I Yield Myself To God And The Tensions And Anxieties Go Out Of Me And Peace And Power Come In.

Cash Can Buy, But It Takes Enthusiasm To Sell.

Try Leaving A Trail Of Little Sparks Of Gratitude On Your Daily Trips. You Will Be Surprised How They Will Set Small Flames Of Friendship That Will Be Rose Beacons On Your Next Visit.

You Can Conquer Almost Any Fear If You Will Only Make Up Your Mind To Do So. For Remember, Fear Doesn't Exist Anywhere Except In The Mind.

Praise Is Like Sunlight To The Warm Human Spirit; We Cannot Flower And Grow Without It. And Yet, While Most Of Us Are Only Too Ready To Apply To Others The Cold Wind Of Criticism, We Are Somehow Reluctant To Give Our Fellow The Warm Sunshine Of Praise.

Make A Man Laugh A Good Hearty Laugh, And You've Paved The Way For Friendship. When A Man Laughs With You, He, To Some Extent, Likes You.

Be A Balanced Optimist. Nobody Is Suggesting That You Become An Oblivious Pollyanna, Pretending That Nothing Bad Can Or Ever Will Happen. Doing So Can Lead To Poor Decisions And Invites People To Take Advantage Of You. Instead, Be A Rational Optimist Who Takes The Good With The Bad, In Hopes Of The Good Ultimately Outweighing The Bad, And With The Understanding That Being Pessimistic About Everything Accomplishes Nothing. Prepare For The Worst But Hope For The Best - The Former Makes You Sensible, And The Latter Makes You An Optimist.

Accomplish Nothing

Talk About Your Own Mistakes Before Criticizing The Other Person.

Do You Know The Most Important Trait A Man Can Have? It Is Not Executive Ability; It Is Not A Great Mentality; It Is Not Kindliness, Nor Courage, Nor A Sense Of Humor, Though Each Of These Is Of Tremendous Importance. In My Opinion, It Is The Ability To Make Friends, Which, Boiled Down, Means The Ability To See The Best In Man.

Life Is Bigger Than Processes And Overflows And Dwarfs Them.

Tell Me What Gives A Man Or Woman Their Greatest Pleasure And I'll Tell You Their Philosophy Of Life.

The Words "think And Thank" Are Inscribed In Many Of The Cromwellian Churches Of England. These Words Ought To Be Inscribed In Our Hearts, Too: "think And Thank". Think Of All We Have To Be Grateful For, And Thank God For All Our Boons And Bounties.

We Move Toward What We Picture In Our Minds.

A Ship In The Harbor Is Safe, But That Is Not What Ships Are Built For. Intelligence Is Like Underwear, Everyone Has It, But You Don't Have To Show It Off. The Expression A Woman Wears On Her Face Is More Important Than The Clothes She Wears On Her Back.

The Trouble With Most Of Us Is That We Keep Our Eyes Closed To Opportunities That Thrust Themselves At Us; And Rare Is The Man Who Searches For His Opportunity Or Sees One Even When He Stumbles Over It.

It Isn't Work That Makes You Tired, It's Your Mental Attitude.

Mental Attitude

Talk To Anyone About Himself Positively And He'll Listen Without Interruption.

Winning Friends Begins With Friendliness.

Win Friends And Influence People

If We Are So Contemptibly Selfish That We Can’t Radiate A Little Happiness And Pass On A Bit Of Honest Appreciation Without Trying To Screw Something Out Of The Other Person In Return—if Our Souls Are No Bigger Than Sour Crab Apples, We Shall Meet With The Failure We So Richly Deserve.

When You're Afraid Keep Your Mind On What You Have To Do. And If You Have Been Thoroughly Prepared You Will Not Be Afraid.

How Often We All Have Heard Speakers Begin By Calling The Attention Of The Audience To Their Lack Of Preparation Or Lack Of Ability. If You Are Not Prepared, The Audience Will Probably Discover It Without Your Assistance.

Criticism Of Others Is Futile And If You Indulge In It Often You Should Be Warned That It Can Be Fatal To Your Career.

The Difference Between A Grave And A Rut Are The Dimensions.

Men Of Age Object Too Much, Consult Too Long, Adventure Too Little, Repent Too Soon, And Seldom Drive Business Home To The Full Period, But Content Themselves With A Mediocrity Of Success.

We All Have Possibilities We Don't Know About. We Can Do Things We Don't Even Dream We Can Do.

Actions Speak Louder Than Words, And A Smile Says, ‘i Like You. You Make Me Happy. I Am Glad To See You.

You Make Me Happy

Actions Speak Louder Than Words

Looking At The Other Person's Point Of View And Arousing In Him An Eager Want For Something Is Not To Be Construed As Manipulating That Person So That He Will Do Something That Is Only For Your Benefit And His Detriment. Each Party Should Gain From The Negotiation.

You Can Measure The Size Of A Person By What Makes Him Or Her Angry

Self Improvement

Your Purpose Is To Make Your Audience See What You Saw, Hear What You Heard, Feel What You Felt. Relevant Detail, Couched In Concrete, Colorful Language, Is The Best Way To Recreate The Incident As It Happened And To Picture It For The Audience.

Let's Not Imitate Others.let's Find Ourselves And Be Ourselves.

Face The Thing That Seems Overwhelming And You Will Be Surprised How Your Fear Will Melt Away.

To Be Interesting, Be Interested.

I Once Succumbed To The Fad Of Fasting And Went For Six Days And Nights Without Eating. It Wasn't Difficult. I Was Less Hungry At The End Of The Sixth Day Than I Was At The End Of The Second. Yet I Know, As You Know, People Who Would Think They Had Committed A Crime If They Let Their Families Or Employees Go For Six Days Without Food; But They Will Let Them Go For Six Days, And Six Weeks, And Sometimes Sixty Years Without Giving Them The Hearty Appreciation That They Crave Almost As Much As They Crave Food.

Always Have Something To Say. The Man Who Has Something To Say And Who Is Known Never To Speak Unless He Has, Is Sure To Be Listened To.�

Always Avoid The Acute Angle.

The Best Things In Life Are Yours, If You Can Appreciate Yourself.

Your Smile Is A Messenger Of Your Goodwill.

Our Mental Attitude Is The X Factor That Determines Our Fate.

If You Want To Gather Honey, Don't Kick Over The Beehive.

Begin With Praise And Honest Appreciation.

Use Encouragement. Make The Fault Seem Easy To Correct.

The Man Who Grasps An Opportunity As It Is Paraded Before Him, Nine Times Out Of Ten Makes A Success, But The Man Who Makes His Own Opportunities Is, Barring An Accident, A Sure-fire Success

When We Hate Our Enemies, We Are Giving Them Power Over Us: Power Over Our Sleep, Our Appetites, Our Blood Pressure, Our Health And Our Happiness. Our Enemies Would Dance With Joy If Only They Knew How They Were Worrying Us, Lacerating Us, And Getting Even With Us! Our Hate Is Not Hurting Them At Al, But Our Hate Is Turning Our Days And Nights Into A Hellish Turmoil.

Our Thoughts Make Us What We Are.

(a Smile) Costs Nothing, But Creates Much.

A Good Deed, "said The Prophet Mohammed, "is One That Brings A Smile Of Joy To The Face Of Another." Why Will Doing A Good Deed Every Day Produce Such Astounding Efforts On The Doer? Because Trying To Please Others Will Cause Us To Stop Thinking Of Ourselves: The Very Thing That Produces Worry And Fear And Melancholia.

The Difference Between Appreciation And Flattery? That Is Simple. One Is Sincere And The Other Insincere. One Comes From The Heart Out; The Other From The Teeth Out. One Is Unselfish; The Other Selfish. One Is Universally Admired; The Other Universally Condemned.

Many People Think That If They Were Only In Some Other Place, Or Had Some Other Job, They Would Be Happy. Well, That Is Doubtful. So Get As Much Happiness Out Of What You Are Doing As You Can And Don't Put Off Being Happy Until Some Future Date.

When We Have Accepted The Worst, We Have Nothing More To Lose. And That Automatically Means We Have Everything To Gain.

Today Is The Only Time We Can Possibly Live.

All Art Is Autobiographical. You Can Only Create What You Are.

If You Disagree With Them You May Be Tempted To Interrupt. But Don't. It Is Dangerous. They Won't Pay Attention To You While They Still Have A Lot Of Ideas Of Their Own Crying For Expression. So Listen Patiently And With An Open Mind.

If You Can Be Kind And Considerate For One Day, Then You Can Be For Another. It Won't Cost You A Penny In The World. Begin Today.

A Barber Lathers A Man Before He Shaves Him.

Today Is Life-the Only Life You Are Sure Of. Make The Most Of Today. Get Interested In Something. Shake Yourself Awake. Develop A Hobby. Let The Winds Of Enthusiasm Sweep Through You. Live Today With Gusto.

Close Your Eyes. You Might Try Saying. . . Something Like This: "the Sun Is Shining Overhead. The Sky Is Blue And Sparkling. Nature Is Calm And In Control Of The World-and I, As Nature's Child, Am In Tune With The Universe." Or-better Still-pray!

People Rarely Succeed Unless They Have Fun In What They Are Doing.

Inaction Breeds Doubt And Fear. Action Breeds Confidence And Courage.

If Your Own Mind Is Muddled, Much More Will The Minds Of Your Hearers Be Confused.

Public Speaking

Thousands Of Salespeople Are Pounding The Pavements Today, Tired, Discouraged And Underpaid. Why? Because They Are Always Thinking Only Of What They Want. They Don't Realize That Neither You Nor I Want To Buy Anything. If We Did, We Would Go Out And Buy It. But Both Of Us Are Eternally Interested In Solving Our Problems. And If Salespeople Can Show Us How Their Services Or Merchandise Will Help Us Solve Our Problems, They Won't Need To Sell Us. We'll Buy. And Customers Like To Feel That They Are Buying - Not Being Sold.

...be Grateful For What You Have To Be Thankful For Instead Of Complaining About The Little Things That Annoy You.

When We Are Not Engaged In Thinking About Some Definite Problem, We Usually Spend About 95 Percent Of Our Time Thinking About Ourselves. Now, If We Stop Thinking About Ourselves For A While And Begin To Think Of The Other Person's Good Points, We Won't Have To Resort To Flattery So Cheap And False That It Can Be Spotted Almost Before It Is Out Of The Mouth.

The Way To Defeat Fear: Decide On A Course Of Conduct And Follow It. Keep So Busy And Work So Hard That You Forget About Being Afraid.

The Successful Man Will Profit From His Mistakes And Try Again In A Different Way.

Stop And Look Out The Window And See How Beautiful The World Is. It Is There-enjoy It. Go Out Tonight And Look Up At The Stars. They Are The Wonders Of Nature

Naturalness Is The Easiest Thing In The World To Acquire, If You Will Forget Yourself-forget About The Impression You Are Trying To Make.

Only The Prepared Speaker Deserves To Be Confident.

Public Speaking

Remember That Unjust Critisism Is Often A Disquised Compliment.

You Can't Get Anywhere In This World Without Wanting To Do Something.

The Ideas I Stand For Are Not Mine. I Borrowed Them From Socrates. I Swiped Them From Chesterfield. I Stole Them From Jesus. And I Put Them In A Book. If You Don't Like Their Rules, Whose Would You Use?

Each Party Should Gain From The Negotiation.

Did You Ever See An Unhappy Horse? Did You Ever See Bird That Had The Blues? One Reason Why Birds And Horses Are Not Unhappy Is Because They Are Not Trying To Impress Other Birds And Horses.

Look Your Audience Straight In The Eyes, And Begin To Talk As If Every One Of Them Owed You Money.

Fear Doesn't Exist Anywhere Except In The Mind.

Let The Other Person Save Face.

Win Friends And Influence People

When Dealing With People, Remember You Are Not Dealing With Creatures Of Logic, But Creatures Of Emotion.

Do The Thing You Fear To Do And Keep On Doing It... That Is The Quickest And Surest Way Ever Yet Discovered To Conquer Fear.

If You Tell Me How You Get Your Feeling Of Importance, I'll Tell You What You Are.

The Expression A Woman Wears On Her Face Is Far More Important Than The Clothes She Wears On Her Back.

Instead Of Condemning People, Let's Try To Understand Them. Let's Try To Figure Out Why They Do What They Do. That's A Lot More Profitable And Intriguing Than Criticism; And It Breeds Sympathy, Tolerance And Kindness.

If Half A Century Of Living Has Taught Me Anything At All, It Has Taught Me That Nothing Can Bring You Peace But Yourself.

If You And I Want To Stir Up A Resentment Tomorrow That May Rankle Across The Decades And Endure Until Death, Just Let Us Indulge In A Little Stinging Criticism - No Matter How Certain We Are That It Is Justified.

There Are Four Ways, And Only Four Ways, In Which We Have Contact With The World. We Are Evaluated And Classified By These Four Contacts: What We Do, How We Look, What We Say, And How We Say It.

You Can Dramatize Your Ideas In Business Or In Any Other Aspect Of Your Life. It’s Easy

Obviously, Circumstances Alone Do Not Make Us Happy Or Unhappy. It Is The Way We React To Circumstances That Determines Our Feelings. Jesus Said That The Kingdom Of Heaven Is Within You. That Is Where The Kingdom Of Hell Is, Too.

Let Us Praise Even The Slightest Improvement. That Inspires The Other Person To Keep On Improving.

I Realize Now That People Are Not Thinking About You And Me Or Caring What Is Said About Us. They Are Thinking About Themselves-before Breakfast, After Breakfast, And Right On Until Ten Minutes Past Midnight. They Would Be A Thousand Times More Concerned About A Slight Headache Of Their Own Than They Would About The News Of Your Death Or Mine.

Thinking About You

When Two Partners Always Agree, One Of Them Is Not Necessary." If There Is Some Point You Haven't Thought About, Be Thankful If It Is Brought To Your Attention.

The Chronic Kicker, Even The Most Violent Critic, Will Frequently Soften And Be Subdued In The Presence Of A Patient, Sympathetic Listener— A Listener Who Will Be Silent While The Irate Fault-finder Dilates Like A King Cobra And Spews The Poison Out Of His System.

Learn To Love, Respect And Enjoy Other People.

No Matter What Happens, Always Be Yourself.

Always Be Yourself

Check Up Each Week On The Progress You Are Making. Ask Yourself What Mistakes You Have Made, What Improvement, What Lessons You Have Learned For The Future.

Those Convinced Against Their Will Are Of The Same Opinion Still.

I Want You To Think Of Your Life As An Hourglass. You Know There Are Thousands Of Grains Of Sand In The Top Of The Hourglass; And They All Pass Slowly And Evenly Through The Narrow Neck In The Middle. Nothing You Or I Could Do Would Make More Than One Grain Of Sand Pass Through This Narrow Neck Without Impairing The Hourglass. You And I And Everyone Else Are Like This Hourglass.

When Dealing With People, Let Us Remember That We Are Not Dealing With Creatures Of Logic. We Are Dealing With Creatures Of Emotion, Creatures Bristling With Prejudices And Motivated By Pride And Vanity. ...any Fool Can Criticize, Condemn, And Complain - And Most Fools Do. But It Takes Character And Self-control To Be Understanding And Forgiving.

The Royal Road To A Man's Heart Is To Talk To Him About The Things He Treasures Most.

The Resentment That Criticism Engenders Can Demoralize Employees, Family Members And Friends, And Still Not Correct The Situation That Has Been Condemned.

If You Can Be Sure Of Being Right Only 55 Percent Of The Time, You Can Go Down To Wall Street And Make A Million Dollars A Day. If You Can't Be Sure Of Being Right Even 55 Percent Of The Time, Why Should You Tell Other People They Are Wrong?

Almost All The Progress Ever Made In Human Thought Has Been Made By The Doubting Thomas's, The Questioners, The Challengers, The Show-me Crowd.

Good Speakers Usually Find When They Finish That There Have Been Four Versions Of The Speech: The One They Delivered, The One They Prepared, The One The Newspapers Say Was Delivered, And The One On The Way Home They Wish They Had Delivered.

Flattery Is Counterfeit, And Like Counterfeit Money, It Will Eventually Get You Into Trouble If You Pass It To Someone Else.

Counterfeit Money

Life Truly Is A Boomerang. What You Give, You Get.

Hurting A Man In His Dignity Is A Crime.

Become Genuinely Interested In Other People.

Influencing People

Win Friends And Influence People

There Are Always Three Speeches, For Every One You Actually Gave. The One You Practiced, The One You Gave, And The One You Wish You Gave.

You Cannot Teach A Man Anything, You Can Only Help Him Find It Within Himself.

In Talking With People, Don't Begin By Discussing The Things On Which You Differ. Begin By Emphasizing - And Keep On Emphasizing - The Things On Which You Agree. Keep Emphasizing, If Possible, That You Are Both Striving For The Same End And That Your Only Difference Is One Of Method And Not Of Purpose.

Do The Very Best You Can.

If You Want To Keep Happiness , You Have To Share It !

Good Leaders Are Scarce; So I'm Following Myself.

If You Want To Be A Good Conversationalist, Be A Good Listener. To Be Interesting, Be Interested.

Good Conversation

There Is A Reason Why The Other Man Thinks And Acts As He Does. Ferret Out That Reason — And You Have The Key To His Actions, Perhaps To His Personality. Try Honestly To Put Yourself In His Place.

An Effective Speaker Knows That The Success Or Failure Of His Talk Is Not For Him To Decide - It Will Be Decided In The Minds And Hearts Of His Hearers.

Public Speaking

Seventy Per Cent Of All Patients Who Come To Physicians Could Cure Themselves If They Got Rid Of Their Fears And Worries.

One Of The Surest Ways Of Making A Friend And Influencing The Opinion Of Another Is To Give Consideration To [his Or Her] Opinion, Let [him Or Her] Sustain A Feeling Of Importance.

When The Fierce, Burning Winds Blow Over Our Lives-and We Cannot Prevent Them-let Us, Too, Accept The Inevitable. And Then Get Busy And Pick Up The Pieces.

There Is A Certain Degree Of Satisfaction In Having The Courage To Admit One's Errors. It Not Only Clears Up The Air Of Guilt And Defensiveness, But Often Helps Solve The Problem Created By The Error

Be Sympathetic With The Other Person's Ideas And Desires.

You Can Get Ahead In The World. But You Will Have To Work, You Will Have To Want Tremendously To Accomplish Something, And Then Be Willing To Pay The Price. Are You Willing?

Remember That The People You Are Talking To Are A Hundred Times More Interested In Themselves And Their Wants And Problems Than They Are In You And Your Problems.

Abilities Wither Under Criticism; They Blossom Under Encouragement.

Anyone Can Do His Work, However Hard, For One Day. Anyone Can Live Sweetly, Patiently, Lovingly, Purely, Till The Sun Goes Down. And This Is All That Life Really Means.

Success In Dealing With People Depends On Sympathetic Grasp Of The Other Person's Viewpoint.

It Never Hurts A Fool To Appear Before An Audience, For His Capacity Is Not A Capacity For Feeling.

People Are Not Interested In You. They Are Not Interested In Me. They Are Interested In Themselves - Morning, Noon And After Dinner.

...the Best Possible Way To Prepare For Tomorrow Is To Concentrate With All Your Intelligence, All Your Enthusiasm, On Doing Today's Work Superbly Today. That Is The Only Possible Way You Can Prepare For The Future.

One Of The Most Tragic Things I Know About Human Nature Is That All Of Us Tend To Put Off Living. We Are All Dreaming Of Some Magical Rose Garden Over The Horizon Instead Of Enjoying The Roses That Are Blooming Outside Our Windows Today.

Tell The Audience What You're Going To Say, Say It; Then Tell Them What You've Said.

Public Speaking

I Wasn't Interested In Making A Lot Of Money, But I Was Interested In Making A Lot Of Living.

You Can Sing Only What You Are. You Can Paint Only What You Are. You Must Be What Your Experiences, Your Environment, And Your Heredity Have Made You. For Better Or For Worse, You Must Play Your Own Little Instrument In The Orchestra Of Life.

If You Believe In What You Are Doing, Then Let Nothing Hold You Up In Your Work.

If You Act Enthusiastic, You'll Be Enthusiastic!

Actions Speak Louder Than Words, And A Smile Says, 'i Like You. You Make Me Happy. I Am Glad To See You.' That Is Why Dogs Make Such A Hit. They Are So Glad To See Us That They Almost Jump Out Of Their Skins. So, Naturally, We Are Glad To See Them.

You Make Me Happy

Don't Criticize, Condemn, Or Complain.

Stop Worrying And Start Living.

If We Think Happy Thoughts, We Will Be Happy. If We Think Miserable Thoughts, We Will Be Miserable.

Are You Bored With Life? Then Throw Yourself Into Some Work You Believe In With All Your Heart, Live For It, Die For It, And You Will Find Happiness That You Had Thought Could Never Be Yours.

Confusion Is The Main Cause Of Worry

Listen First. Give Your Opponents A Chance To Talk. Let Them Finish. Do Not Resist, Defend Or Debate. This Only Raises Barriers. Try To Build Bridges Of Understanding.

In A Nutshell - Fundamental Techniques In Handling People; Principle 1 - Don't Criticize, Condemn Or Complain; Principle 2 - Give Honest And Sincere Appreciation; Principle 3 - Arouse In The Other Person An Eager Want.

Believe You Will Be Successful And You Will.

Being Successful

Instead Of Worrying About What People Say Of You, Why Not Spend Time Trying To Accomplish Something They Will Admire.

If We Speak Poorly About That Which We Do Well... People Will Assume We Perform Poorly!

People Do Things For "their" Reasons, Not Ours. So Find Their Reasons.

An Hour Of Planning Can Save You 10 Hours Of Doing.

Nothing Else So Inspires And Heartens People As Words Of Appreciation. You And I May Soon Forger The Words Of Encouragement And Appreciation That We Utter Now, But The Person To Whom We Have Spoken Them May Treasure Them And Repeat Them To Themselves Over A Lifetime

The Unvarnished Truth Is That Almost All The People You Meet Feel Themselves Superior To You In Some Way, And A Sure Way To Their Hearts Is To Let Them Realize In Some Subtle Way That You Recognize Their Importance, And Recognize It Sincerely.

If You Want To Win Friends, Make It A Point To Remember Them. If You Remember My Name, You Pay Me A Subtle Compliment; You Indicate That I Have Made An Impression On You. Remember My Name And You Add To My Feeling Of Importance.

Excitement Radiates Through Your Eyes, Your Face, Your Voice, Your Soul, And Your Whole Personality.

If We Want To Find Happiness, Let's Stop Thinking About Gratitude Or Ingratitude And Give For The Inner Joy Of Giving.

'when You Have A Lemon, Make A Lemonade.' That Is What A Great Educator Does. But The Fool Does The Exact Opposite. If He Finds That Life Has Handed Him A Lemon, He Gives Up And Says, 'i 'm Beaten. It Is Fate. I Haven't Got A Chance.' Then He Proceeds To Rail Against The World And Indulge In An Orgy Of Self-pity .

The Best Argument Is That Which Seems Merely An Explanation.

Give The Other Person A Fine Reputation To Live Up To.

You Can't Win An Argument. You Can't Because If You Lose It, You Lose It; And If You Win It, You Lose It.

If We Merely Try To Impress People And Get People Interested In Us, We Will Never Have Many True, Sincere Friends. Friends, Real Friends, Are Not Made That Way.

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Enrico Colantoni

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