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Sell Yourself with a Top Sales Technique



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How to Talk to Anyone 92 Little Tricks for Big Success in Relationships (Leil Lowndes) (z-lib.org)

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.
How to Enthrall ’Em with Your Choice of Topic—Them!
77
Technique #19
The Swiv eling Spotlight
When you meet someone, imagine a giant revolving
spotlight between you. When you’re talking, the
spotlight is on you. When the new person is speaking,
it’s 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.
02 (043-92B) part two 8/14/03 9:17 AM Page 77


Moments arise, of course, when even conversationalists extraordi-
naire hit the wall. Some folks’ monosyllabic grunts leave slim pick-
ings even for masters of the Be a Word Detective technique.
If you find yourself futilely fanning the embers of a dying
conversation (and if you feel for political reasons or human com-
passion that the conversation should continue), here’s a foolproof
trick to get the fire blazing again. I call it “Parroting” after that
beautiful tropical bird that captures everyone’s heart simply by
repeating other people’s words.
Have you ever, puttering around the house, had the TV in the
background tuned to a tennis game? You hear the ball going back
and forth over the net—klink-klunk, klink-klunk, klink . . . this
time you don’t hear the klunk. The ball didn’t hit the court. What
happened? You immediately look up at the set.
Likewise in conversation, the conversational ball goes back and
forth. First you speak, then your partner speaks, you speak . . . and
so it goes, back and forth. Each time, through a series of nods and
comforting grunts like “um hum,” or “umm,” you let your con-
versation partner know the ball has landed in your court. It’s your
“I got it” signal. Such is the rhythm of conversation.
78
How to Never Need 
to Wonder, “What Do 
I Say Next?”

20
02 (043-92B) part two 8/14/03 9:17 AM Page 78
Copyright 2003 by Leil Lowndes. Click Here for Terms of Use.


How to Never Need to Wonder, “What Do I Say Next?”
79

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