Les Giblin was one of America's most respected experts in the field of human relationships. With a background in sales and leadership training, his practical methods and engaging style helped generations of professionals connect, influence, and succeed.
Though originally published in the 1960s, Giblin's approach remains powerfully relevant. His emphasis on respect, clarity, and non-manipulative influence stands out in today's noisy, digital-first world. Now updated and modernized, his principles remain a roadmap for meaningful, effective communication.
From a Live Seminar
In 1980, Les Giblin stood in front of a packed room and made a promise. This is what he said.
"Every time two people meet, there's a reason. You're trying to do something — a purpose, a goal, an objective."
"Our objective tonight? We are going to put a minimum of $25,000 into each of your pockets. And as the Lord will judge us someday, I am sincere when I tell you that several of you — and I do not know which — a minimum of $100,000 in your pocket."
"Now, before you start thinking you've got a snowball artist up here, let me explain. If we can add as little as $4,000 or $5,000 to your annual earnings — as little as that — and you multiply it by the number of years you've got left: 20, 30, 40 years... you're talking $50,000, $75,000, or $100,000."
"But that's not the best part. The best part is it will change your life for the better."
"Because we're going to talk about the one thing in your life that determines everything you get out of it. Not your talent. Not your education. Not your physical appearance. Not your background."
"The single most important skill in life — the most important thing you will ever develop — is skill with people."
"Figure it out! It determines everything you get — everything. It determines your social life. It determines your family life. It determines your entire career."
"And let me tell you something that should frighten you — just a bit, good-naturedly. The average person, on a scale of 1 to 100, would score no higher than 15. Which is pitiful. It is practically zero."
"Now why? Why are the scores practically zero?"
He turned to the blackboard and wrote four words:
"Not Taught In School"
"You can go through 12 years of high school, 4 years of college, a year for a master's degree, three more for a PhD. That's 20 years. And not five minutes in that entire 20 years will have been devoted to the single most important skill you will ever need."
"So where do you learn them? Obviously, you don't."
— Les Giblin, Live Seminar, July 25, 1980
Les spent his life solving that problem. His system is now available as books, courses, and one-on-one coaching.
Giblin's philosophy centered on the idea that people are primarily interested in themselves. By understanding this fundamental truth, one can learn to appeal to others' self-interest in a way that fosters cooperation and builds strong, lasting relationships. He emphasized sincerity, genuine interest in others, and the power of making people feel important.
His teachings are not about manipulation, but about ethical influence and creating win-win scenarios. He taught that by focusing on what others want and need, you naturally achieve your own objectives. This empathetic and results-oriented approach is what made his methods so effective and enduring.
Les Giblin's most famous work, "Skill With People," has sold millions of copies worldwide and has been translated into numerous languages. It remains a staple for anyone seeking to improve their interpersonal skills, from sales professionals and business leaders to individuals looking to enhance their personal relationships.
His influence extends beyond his books, as his principles continue to be taught in seminars, workshops, and online courses globally. The enduring relevance of his work is a testament to the universal truth of his observations about human nature.
