AT A DINNER party in Mumbai , one of the guests, a woman who had inherited money, was eager to make a pleasing impression on everyone. She had squandered a modest fortune on sables, diamonds and pearls. But she hadn’t done anything whatever about her face. It radiated sourness and selfishness. She didn’t realise what everyone knows: namely, that the expression one wears on one’s face is far more important than the clothes one wears on one’s back.
Charles Schwab told me his smile had been worth a million dollars. And he was probably understating the truth. For Schwab’s personality, his charm, his ability to make people like him, were almost wholly responsible for his extraordinary success; and one of the most delightful factors in his personality was his captivating smile.
Actions speak louder than words, and a smile says, ‘I like you. You make me happy. I am glad to see you.’ That is why dogs make such a hit. They are so glad to see us that they almost jump out of their skins. So, naturally, we are glad to see them.
"A baby’s smile has the same effect."
The employment manager of a large Mumbai department store told me she would rather hire a sales clerk who hadn’t finished grade school, if he or she has a pleasant smile, than to hire a doctor of philosophy with a sombre face. The effect of a smile is powerful – even when it is unseen. Telephone companies throughout the United States have a programme called ‘phone power’ which is offered to employees who use the telephone for selling their services or products. In this programme they suggest that you smile when talking on the phone. Your ‘smile’ comes through in your voice.
You must have a good time meeting people if you expect them to have a good time meeting you. I have asked thousands of business people to smile at someone every hour of the day for a week and then come to class and talk about the results.
‘When you asked me to make a talk about my experience with smiles, I thought I would try it for a week. So the next morning, while combing my hair, I looked at my glum mug in the mirror and said to myself, “Bill, you are going to wipe the scowl off that sour puss of yours today. You are going to smile. And you are going to begin right now.” As I sat down to breakfast, I greeted my wife with a “Good morning, my dear,” and smiled as I said it. ‘You warned me that she might be surprised. Well, you underestimated her reaction. She was bewildered. She was shocked. I told her that in the future she could expect this as a regular occurrence, and I kept it up every morning. ‘This changed attitude of mine brought more happiness into our home in the two months since I started than there was during the last year.
If you want others to like you, if you want to develop real friendships, if you want to help others at the same time as you help yourself, keep this rule in mind;Become genuinely interested in other people.
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