Talk in terms of the other person's interests.

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.

If we want to make friends, let's greet people with animation and enthusiasm.

Take stock of your fears now and see how many of them are senseless. If you are honest with yourself you will probably find most of them are groundless.

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.

Remember that unjust critisism is often a disquised compliment.

Tell a child, a husband or an employee that he is stupid or dumb at a certain thing, that he has no gift for it, and that he is doing it all wrong and you have destroyed almost every incentive to try to improve. But use the opposite technique, be liberal with encouragement; make the thing seem easy to do, let the other person know that you have faith in his ability to do it, that he has an undeveloped flair for it - and he will practice until the dawn comes in at the window in order to excel.