Eight things this book will help you achieve get out of a mental rut, think new thoughts, acquire new visions, discover new ambitions


transfer it to your next of kin, who is entitled to it according



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(Revised) Dale Carnegie - How to win friends and influence people-Simon and Schuster (1981)

transfer it to your next of kin, who is entitled to it according


to law?’
" ‘Yes, of course,’ he replied.
" ‘Don’t you think,’ I continued, ‘that it would be a
good idea to give us the name of your next of kin so that,
in the event of your death, we could carry out your
wishes without error or delay?’
“Again he said, ‘Yes.’
“The young man’s attitude softened and changed
when he realized that we weren’t asking for this information
for our sake but for his sake. Before leaving the
bank, this young man not only gave me complete information
about himself but he opened, at my suggestion,
a trust account, naming his mother as the beneficiary for
his account, and he had gladly answered all the questions
concerning his mother also.
"I found that by getting him to say ‘yes, yes’ from the
outset, he forgot the issue at stake and was happy to do
all the things I suggested.”
Joseph Allison, a sales representative for Westinghouse
Electric Company, had this story to tell: “There
was a man in my territory that our company was most
eager to sell to. My predecessor had called on him for
ten years without selling anything When I took over the
territory, I called steadily for three years without getting
an order. Finally, after thirteen years of calls and sales
talk, we sold him a few motors. If these proved to be all
right, an order for several hundred more would follow.
Such was my expectation,
“Right? I knew they would be all right. So when I
called three weeks later, I was in high spirits.
“The chief engineer greeted me with this shocking

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