Part 2, Chapter 5: How to Interest People

Principle 5: Talk in terms of the other person’s interests

The author starts this chapter with another example of Roosevelt and how well he knew his guests. Before he had someone over, he would learn about what they liked, and then research it enough to be able to carry a conversation with that person. Regardless of who it was, he knew what to say, because he knew that the road to a person’s heart was to talk about the things he or she treasures most.

People light up when you talk about something they like. If you put yourself in that situation – you would much rather talk about something we like or are interested. How much do you light up when you share a common interest with someone and you end up talking about it for hours? (Okay maybe not hours because who has that kind of time–but you know what I mean.)

From a business perspective, the author gives examples of taking interest in what the hiring manger likes, your boss, or whoever you might need to talk to. Learning about what they like and starting there. This might ‘warm them up’ to then discuss what you really need.

It reminds me of two things:

1. The 7 touch points of business. Making contact with someone a total of 7 different ways/times before making it transactional. And example of this could be how you might see Nike 7 different ways before making a purchase.
2. How I tend to talk to my parents/ask them how they’re doing before asking if they can babysit the kids 😀

No matter who it is, or what the situation is, learn about the things that people like. It’s another way or showing your genuine interest rather than seeming fake.