Part 2 Chapter 3

Chapter 3-IF YOU DON'T DO THIS, YOU ARE HEADED FOR TROUBLE

• "The average person is more interested in his or her own name than in all the other names on earth put together. Remember that name and call it easily, and you have paid a subtle and very effective compliment. But forget it or misspell it-and you have placed yourself at a sharp disadvantage."

This is one of my weaknesses. I have a difficult time remembering names and have discovered that it is my inattention at the time of getting the persons name that is my stumbling block. I'm working on remembering the person's name after the first meeting by repeating the person's name at least three time in the initial meeting and picturing the person with their name on their shirt.

To illustrate the above point: "The Central Transportation Company, which Andrew Carnegie controlled, was fighting with the company that Pullman owned. Both were struggling to get the sleeping-car business of the Union Pacific Railroad, bucking each other, slashing prices, and destroying all chance of profit. Both Carnegie and Pullman had gone to New York to see the broad of directors of the Union Pacific. Meeting one evening in the St. Nicholas Hotel, Carnegie said: "Good evening Mr. Pullman, aren't we making a couple of fools of ourselves?"

"What do you mean?" Pullman demanded.

Then Carnegie expressed what he had on his mind-a merger of their two interest. He pictured in glowing terms the mutual advantages of working with, instead of against, each other. Pullman listened attentively, but he was not wholly convinced. Finally he ask, "What would you call the new company?" and Carnegie replied promptly: "Why, the Pullman Palace Car Company, of course."

Pullman's face brightened. "Come into my room," he said. "Let's talk it over." That talk made industrial history.

From the waitress to the senior executive, the name will work magic as we deal with other.

Principle 3: Remember that a person's name is to that person the sweetest and most important sound in any language.