MORE ON LEARNING ENGLISH- DALE CARNEGIE

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• THE VALUE OF A SMILE AT CHRISTMAS It costs nothing, but creates much.

 It enriches those who receive, without impoverishing those who give.

 It happens in a flash and the memory of it sometimes lasts forever, None are so rich they can get along without it, and none so poor but are richer for its benefits.

It creates happiness in the home, fosters goodwill in a business, and is the countersign of friends.

 It is rest to the weary, daylight to the discouraged, sunshine to the sad, and Nature’s best antidote fee trouble. 

Yet it cannot be bought, begged, borrowed, or stolen, for it is something that is no earthly good to anybody till it is given away. 

 if in the last-minute rush of Christmas buying some of our salespeople should be too tired to give you a smile, may we ask you to leave one of yours?

 For nobody needs a smile so much as those who have none left to give!

Jim Farley discovered early in life that 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. For example, I once organized a public-speaking course in Paris and sent form letters to all the American residents in the city. 

French typists with apparently little knowledge of English filled in the names and naturally they made blunders.

 One man, the manager of a large American bank in Paris, wrote me a scathing rebuke because his name had been misspelled. 

Sometimes it is difficult to remember a name, particularly if it is hard to pronounce. Rather than even try to learn it, many people ignore it or call the person by an easy nickname. 

 Levy called on a customer for some time whose name was Nicodemus Papadoulos. Most people just called him “Nick.” Levy told us, “I made a special effort to say his name over several times to myself before I made my call.

 When I greeted him by his full name, ‘Good afternoon, Mr. Nicodemus Papadoulos,’ he was shocked.

 For what seemed like several minutes there was no reply from him at all. Finally, he said with tears rolling down his cheeks, ‘Mr. Levy, in all the fifteen years I have been in this country, nobody has ever made the effort to call me by my right name.’”

 What was the reason for Andrew Carnegie’s success? 

He was called the Steel King; yet he himself knew little about the manufacture of steel. 

He had hundreds of people working for him who knew far more about steel than he did. But he knew how to handle people, and that is what made him rich. 

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“When I called at the White House,” Mr. Chamberlain writes, “the President was extremely pleasant and cheerful.

He called me by name, made me feel very comfortable, and particularly impressed me with the fact that he was vitally interested in things I had to show him and tell him. 

The car was so designed that it could be operated entirely by hand.

 A crowd gathered around to look at the car; and he remarked, ‘I think it is marvelous.

 All you have to do is to touch a button and it moves away and you can drive it without effort.

 I think it is grand—I don’t know what makes it go. I’d love to have the time to tear it down and see how it works.’ 

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We should be aware of the magic contained in a name and realize that this single item is wholly and completely owned by the person with whom we are dealing and nobody else. 

 THE name sets the individual apart; it makes him or her unique among all others. The information we are imparting or the request we are making takes on a special importance when we approach the situation with the name of the individual.

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

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An interesting conversationalist? Why, I had said hardly anything at all. 

I couldn’t have said anything if I had wanted to without changing the subject, for I didn’t know any more about botany than I knew about the anatomy of a penguin. 

But I had done this: I had listened intently.

 I had listened because I was genuinely interested. And he felt it. 

Naturally that pleased him. That kind of listening is one of the highest compliments we can pay anyone. 

“Few human beings,” wrote Jack Woodford in Strangers in Love, “few human beings are proof against the implied flattery of rapt attention.” 

I went even further than giving him rapt attention. I was “hearty in my approbation and lavish in my praise.”

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A department store in Chicago almost lost a regular customer who spent several thousand dollars each year in that store because a sales clerk wouldn’t listen.

Mrs. Henrietta Douglas, who took our course in Chicago, had purchased a coat at a special sale. After she had brought it home she noticed that there was a tear in the lining. She came back the next day and asked the sales clerk to exchange it. The clerk refused even to listen to her complaint. “You bought this at a special sale,” she said. She pointed to a sign on the wall. “Read that,” she exclaimed. “‘All sales are final.’ Once you bought it, you have to keep it. Sew up the lining yourself.” “But this was damaged merchandise,” Mrs. Douglas complained. “Makes no difference,” the clerk interrupted. “Final’s final.” Mrs. Douglas was about to walk out indignantly, swearing never to return to that store ever, when she was greeted by the department manager, who knew her from her many years of patronage. Mrs. Douglas told her what had happened. The manager listened attentively to the whole story, examined the coat and then said, “Special sales are ‘final’ so we can dispose of merchandise at the end of the season. But this ‘no return’ policy does not apply to damaged goods. We will certainly repair or replace the lining, or if you prefer, give you your money back.” What a difference in treatment! If that manager had not come along and listened to the Customer, a long-term patron of that store could have been lost forever. Listening is just as important in one’s home life as in the world of business. Millie Esposito of Crotonon-Hudson, New York, made it her business to listen carefully when one of her children wanted to speak with her. One evening she was sitting in the kitchen with her son, Robert, and after a brief discussion of something that was on his mind, Robert said, “Mom, I know that you love me very much.” Mrs. Esposito was touched and said, “Of course I love you very much. Did you doubt it?” Robert responded, “No, but I really know you love me because whenever I want to talk t