One Powerful Book Your Team Has Likely Ignored

Hey Leaders,

We all know there are no silver bullets in any business. There ARE, however, fundamental truths and longstanding, old-school pillars of success that some in the dealership world simply haven’t been exposed to—yet. What if we focused on one of those pillars for a month?

It’s not flashy, but it’s ridiculously effective. Nobody explains the human side of “What, How & Why” better than Dale Carnegie in his classic How to Win Friends and Influence People. While old, this book isn’t some outdated, dusty relic—it’s a masterclass in human behavior and influence, packed with practical principles that can transform how you lead and sell.

But I get it. You’re busy. The odds of your teammates carving out time to read it? Slim. Scheduling time with them to review, implement, and measure it? Improbable.

So, we did the hard part for you. Here’s a no-fluff, straight-to-the-point summary of Carnegie’s best lessons complete with a 30-day practice plan and a self-evaluation for your team.

(Full disclosure: This was my first exposure to business life and self-improvement when I was in high school. It opened a door into a lifetime of success in sales, management and ownership. In my opinion, it’s required reading for any customer-facing team member in any industry.)

buy the book here: https://a.co/d/bIdWVaA

The Big Idea:

People like doing business with people they like, trust, and who make them feel good. If you master a few simple social skills, you’ll build stronger relationships, close more deals, and lead a more engaged, loyal team. It’s not about manipulation—it’s about being a genuinely decent human who knows how to connect with others.

Part 1: Build Instant Rapport (Without Being a Suck-Up)

Rule #1: People care about themselves more than they care about you.

Want someone to listen to you? Show interest in them. Ask questions, listen like you actually care, and remember the details. People will think you’re the most fascinating person in the room if you spend 80% of the time listening.

How to do it:

• Be curious.

• Ask open-ended questions: “How did you get started in this business?” or “What’s the most exciting thing you’re working on?”

• Actually pay attention (don’t just wait for your turn to talk).

• Bonus: Remember their name. Use it a few times so it sticks.

Part 2: Be Likeable (Hint: It’s Not About Being Fake)

Rule #2: Smile. Seriously, that’s it.
A smile disarms tension and makes you more approachable. It’s about being warm and open, not grinning like a maniac.

Rule #3: Find something to genuinely admire about people.
Give real compliments. People can smell fake flattery, but specific, true compliments land.

Part 3: Master the Art of Influence (Without Being Pushy)

Rule #4: Win people over by showing what’s in it for them.
Always frame things from their perspective. Why should they care? It’s not about what you want—it’s about what they want.

How to do it:

• Talking to a customer? Show how your product solves their problem.

• Leading a team? Show how the goal benefits them—not just the company.

• Pitching a new idea? Explain how it makes their life easier, more successful, or more fun.

Part 4: Disagree Without Making Enemies

Rule #5: When you’re wrong, admit it quickly.
People respect humility more than defensiveness.

Rule #6: Let others save face.
Correct in private. Frame feedback as a suggestion, not punishment.

Rule #7: Let them think it’s their idea.
Ask for input and incorporate their suggestions. People buy into solutions they help create.

Core Principles from How to Win Friends and Influence People

1. Become Genuinely Interested in Other People
   Action Steps: Ask open-ended questions, find common ground, and follow up later.

2. Smile
   Action Steps: Smile when greeting colleagues or customers. Use it to ease tension.

3. Remember and Use Names
   Action Steps: Use names 3 times in conversation. Create a mental association.

4. Be a Good Listener
   Action Steps: Summarize what they said before responding. Avoid interrupting.

5. Talk in Terms of Others’ Interests
   Action Steps: Align your message with their goals and interests.

6. Make the Other Person Feel Important
   Action Steps: Give genuine compliments. Recognize contributions publicly.

30-Day Practice Plan

Week 1: Building the Foundation

• Day 1-3: Greet everyone with a smile.

• Day 4-5: Practice remembering and using the names of 5 new people.

• Day 6-7: Ask a question about the other person’s interests in every conversation.

Week 2: Active Listening

• Day 8-10: Focus on summarizing conversations.

• Day 11-12: Avoid interrupting in meetings or sales calls.

• Day 13-14: Reflect on how listening improved engagement.

Week 3: Speaking in Their Interests

• Day 15-16: Research a client’s or employee’s goals before your next meeting.

• Day 17-18: Frame suggestions in terms of their benefits.

• Day 19-21: Get others talking about their priorities.

Week 4: Making Others Feel Important

• Day 22-23: Compliment 3 people sincerely each day.

• Day 24-25: Recognize contributions in team meetings.

• Day 26-28: Write thank-you notes.

• Day 29-30: Reflect on your progress.

Knowledge Application Score (Self-Evaluation)

Rate yourself on these principles (1–10 scale):

1. Engagement: How well did you apply the principle?

2. Feedback: Did others respond positively?

3. Sincerity: Were your actions genuine?

Scoring Key:

• 25-30: Mastery—Keep it up!

• 18-24: Growing—Focus on consistency.

• Below 18: Revisit core concepts.

Why This Works in Business

Whether you’re trying to close deals, lead a team, or build a company culture people want to be a part of, this book boils down to one simple truth: People want to feel valued.

Master these skills, and you’ll see doors opening everywhere.

Keep driving success,

DealersLeaders.com