Good in a Room ch4-8

Good in a Room

ch4-8

Drag and Drop

In the business world, as in high school, a great deal depends on​

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how well you are liked.

how much money you make

the number of awards you receive

your job title

Fill in the Blanks

When you have _______ with someone, they are paying attention to what you have to say. Without _______, they are not.

Multiple Choice

The keys to being likable are to be

• clear & direct

• empathetic & interested

• gentle & kind

• humble & subordinate

Drag and Drop

Allow yourself to really care about the other person and to be curious about who he or she is. Empathetic interest creates​

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trust

suspicion

indifference

hostility

deals

money

Multiple Choice

Common ground cannot be faked or fudged. Rapport requires honesty.

• True

• False

Multiple Select

To the extent that a conversation is like a dance, it's important to let the buyer "lead." This means staying in sync with the buyer in the following ways:
[select all that apply]

• pace

• depth

• texture

• tone

Multiple Choice

Keep the spotlight shining on the

• goal

• buyer

• outcome

• rapport

Categorize

Options (9)

know the canon

stay on top of current trends

get up-to-the-minute information

research their company

understand their role at the company

be sensitive to their professional environment

read magazines you normally wouldn't

take control of what you watch

listen to radio or podcasts

Correctly categorize the following based on the reading

know your own industry

know your specific buyer

broaden your base of general knowledge

Multiple Choice

"Square One" includes which of the following questions?

• What do I have?

• What can they give me?

• What can I do to them?

• None of these other answers

Multiple Select

When you walk into the room, you should have three goals:
[select all the correct answers]

• to earn a "yes"

• to learn

• to build rapport

• to get the buyer to agree to one (and only one) request

Multiple Choice

You can accept as a given that the buyer's first goal is to disqualify you as quickly as possible.

• True

• False

Open Ended

Your "position" means where you are in the marketplace with respect to your competition. You have found a good position when you are in a category by yourself.

This is the essence of positioning. When the buyer asks you, "Why should I work with you and not your competition?" you can say, "Because I'm the only one who does _____." Whatever goes in the blank, that's your position.

What goes in your blank?

WWPM vs. GIAR

GIAR = "You must subordinate yourself to the buyer. I've seen a lot of people who say they understand this and act like they don't. It happens to people who think they want to be successful but who really want respect. It's understandable. It's just not helpful."
Blair Enns specifically cites respect as a valuable goal in the WWPM.

Poll

Ten ways to make it easy [on the other person]

1-5

Which seems hardest to actually do?

• work around the buyer's schedule

• at the beginning of the meeting, explicitly state the purpose of the meeting

• make only one request

• have your materials ready

• provide context without being patronizing

Poll

Ten ways to make it easy [on the other person]

1-5

Which seems hardest to actually do?

• utilize summary statements

• be two steps ahead

• offer to handle the follow-up

• be willing to send the buyer a written synopsis

• arrive early and if possible leave early

Drag and Drop

True confidence is the result of only one thing:​

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creating patterns of success over time

doubting oneself constantly

relying on others for validation

avoiding challenges and risks

volunteering to champion someone else's cause

Wonderful stuff.