Good in a Room ch14-19

Good in a Room

ch14-19

Multiple Choice

Of all the mistakes that sellers make, [_______] is the most common, the most serious, and the easiest to fix.

• talking business with the wrong people

• talking business too soon

• sharing creative secrets

• hoarding creative secrets

Multiple Choice

The most crucial aspect of networking is how you and the other person connect for the first time. The best way to meet someone is through a [_______].

• social event

• shared passion

• referral

• networking brunch

Multiple Select

Here are the criteria buyers use in evaluating a referral:

(mark all mentioned in book)

• how close they are to the referrer

• how easy the referrer makes it to take the next step

• their opinion of the referrer's ability to assess your work

• what the referrer specifically says about you

Multiple Choice

The referrer's job is to protect their friend the buyer — unless you can make it clear that you have something the referrer wants. This something is the chance to do the buyer a favor.

• True

• False

Open Ended

If you, personally, "put your enthusiasm first" and "do what you like to do," what kind of activity, event, club, etc. might you meet new people at?

Multiple Choice

The reading mentioned you should stay in touch with "good people to know" & set the bar high for who matches that category. The book also mentioned three types of diversity: professional, demographic, and personality. And what was the most valuable of all the personality types?

• the person who surprises you with kindness

• the person who appreciates your sense of humor

• the person who is one step ahead of you in the same industry

• the person who tends to disagree with you

Multiple Select

The people who belong in your VIP category have two characteristics [mark both]

• they have received your generosity & owe you something

• they are mentors, clients, or potential clients

• they regularly make referrals that expand your network

• they like, respect, and trust you

GIAR says...

Find the hidden producers
How to cultivate a VIP relationship
- read everything that they have written
- read everything that has been written about them
- read everything that they recommend you should read
- check their website regularly
- sign up for their newsletter
- stay in touch regularly by phone and email
- if you meet with them over a meal, always pick up the tab

​and...

Multiple Choice

Don't ask for anything until you've built a really solid connection.

• True

• False

Multiple Select

There's a great anecdote in the book about a poker player who said the most important ingredient to his success was a strong family life. Who should be in your inner circle? What criteria does the text offer? [mark all the apply]

• they know and like the facade you show the world

• you engage in healthy competition

• you keep personality out of the equation

• you trust them to keep your confidences

• they can be depended on in an emergency

High five. You done it.