Sales Tip of the Day: Be Fascinating

In the past few months I have conducted a lot of interviews, talked to a lot of people, and the one thing that I have found to ring true is the need to be fascinating.  People are more distracted than ever before, and in order to hold their attention for more than a nano-second, it is critical to engage them from the start - and throughout the conversation.  The trick I am finding, is to be fascinating.  And, I learned a very long time ago - the one key secret to being fascinating.  Do you want to know what that secret is?

I'll tell you.  I learned it from an adjunct professor at Glassboro State College - my alma mater.  Back then - it wasn't known as Rowan.  There were no fancy-schmancy luxury hotel-dorms or upper-east-side-esque health club-like gyms.  Just Mimosa Hall and Esby Gym.  Oy!

Well, back to being fascinating.  Like I said, this adjunct professor -- he wasn't even a real professor -- but I have held onto most of what he taught us in one semester for the past 30 years.  He said, "the secret to being fascinating is to be ..."  wait for it ... wait for it... "the secret to being fascinating", well, simply "is to be fascinated".

There you have it.  The next time you are at a cocktail party - try it out.  Rather than talk about you, you, you.  Don't talk at all.  Engage people in a conversation about the most fascinating person in the room -- them.  Ask them about their story.  Probe about them. They won't shut up.  And, in the end - they will think you are the most fascinating person n the room -- because they will have been fully engaged in your conversation - about them.

The same holds true for job interviews, by the way.  Keep the other guy talking - and you win.

Fascinating.