How to Enthrall ’Em with Your Choice of Topic—Them!

Several years ago, a girlfriend and I attended a party saturated with

a hodgepodge of swellegant folks. Everyone we talked to seemed

to lead a nifty life. Discussing the party afterward, I asked my

friend, "Diane, of all the exciting people at the party, who did you

enjoy talking to most?"

Without hesitation she said, "Oh by far, Dan Smith."

"What does Dan do?" I asked her.

"Uh, well, I'm not sure," she answered.

"Where does he live?"

"Uh, I don't know," Diane responded.

"Well, what is he interested in?"

"Well, we really didn't talk about his interests."

"Diane," I asked, "what did you talk about?"

"Well, I guess we talked mostly about me."

"Aha," I thought. Diane has just rubbed noses with a winner.

As it turns out, I had the pleasure of meeting Big-Winner Dan

several months later. Diane's 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 ruins—and he is an avid hang

How to Enthrall 'Em

with Your Choice of

Topic—Them!

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02 (043-92B) part two 8/14/03 9:17 AM Page 76

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 confident people often do this. They know they grow more by listening than talking. Obviously, they also captivate the talker.

Sell Yourself with a Top Sales Technique

Several months ago at a speaker's 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. You'll do a much

better job of selling yourself and your product.

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