just rubbed noses with a winner. As it turns out, I had the pleasure of
meeting Big-Winner Dan
several months later. Dianes ignorance about his life piqued my
curiosity so I grilled him for details. As it turns out, Dan lives in Paris, has a
beach home in the south of France, and a mountain home in the Alps. He
travels around the world producing sound and light shows for pyramids and
ancient ruinsand he is an avid hang
How to Enthrall Em with Your Choice of TopicThem! 77
glider and scuba diver. Does this man have an interesting life or what?
Yet Dan, when meeting Diane, said nothing about himself.
I told Dan about how pleased Diane was to meet him yet how little she
learned about his life. Dan simply replied, Well, when I meet someone, I
learn so much more if I ask about their life. I always try to turn the spotlight
on the other person. Truly cofident people often do this. They know they
grow more by listeing than talking. Obviously, they also captivate the
talker.
Sell Yourself with a Top Sales Technique
Several months ago at a speakers convention, I was talking with a
colleague Brian Tracy. Brian does a brilliant job of training top salespeople.
He tells his students of a giant spotlight that, when shining on their product,
is not as interesting to the prospect. When they shine the spotlight on the
prospect, they make the sale.
Salespeople, this technique is especially crucial for you. Keep your
Swiveling Spotlight aimed away from you, only lightly on your product,
and most brightly on your buyer. Youll do a much better job of selling
yourself and your product.
Technique #19
The Swiveling Spotlight
When you meet someone, imagine a giant revolving spotlight between
you. When youre talking, the spotlight is on you. When the new person is
speaking, its shining on him or her. If you shine it brightly enough, the
stranger will be blinded to the fact that you have hardly said a word about
yourself. The longer you keep it shining away from you, the more
interesting he or she finds you.
How to Never Need to Wonder, What Do I Say Next?
Moments arise, of course, when even conversationalists extraordnaire
hit the wall. Some folks monosyllabic grunts leave slim picings even for
ooja
(Ooja)
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