Good in a Room ch24-27

Good in a Room

ch24-27

How most people listen

The reason most of us listen at half power is because our listening muscles are out of shape. They need to be stretched and exercised. The first step in improving our listening muscles is to focus our attention on the most valuable elements in any conversation: clues to the treasure.

Match

Match the following body language cues to what they mean.

• This is often manifested with an open body posture, wider eyes, nodding, & leaning forward.

• This is reflected by closed body poster, wrinkling the brow, narrowing the eyes, pursing the lips, and sighing or groaning.

• If you notice the buyer looking away, checking her watch, or otherwise diverting attention from you...

• You hear/see the buyer take a breath.

"Tell me more."

"That concerns me."

"Let's move on."

"I'm about to speak."

• "Tell me more."

• "That concerns me."

• "Let's move on."

• "I'm about to speak."

Multiple Select

Which of the following are ways that people emphasize certain ideas? [Mark all that apply]

• they speak more quietly when expressing them

• they say them one time only

• they mention them last

• they highlight them with a gesture

Match

Match the following "Three Pieces of Magic" with the corresponding example for the book's case study.

• She wanted to stop worrying about losing her work if the system crashed.

• The client sees herself as providing innovative design solutions by working exceptionally closely with her clients.

• reliable, efficient, and secure

a simple goal statement

a simple positioning statement

hot words

• a simple goal statement

• a simple positioning statement

• hot words

How to ask great questions

We're going to poll the 15 principles in this chapter 5 at a time. Each of the next three slides will tell you to review the principles in the text, and ask you: Which of these 5 is the most helpful to you?

Poll

Review principles 1-5. Which of these 5 is the most helpful to you?

• 1 - use an indirect approach

• 2 - keep it simple

• 3 - maintain neutrality

• 4 - favor open questions

• 5 - make the correct diagnosis

Poll

Review principles 6-10. Which of these 5 is the most helpful to you?

• 6 - access through thoughts, feelings, and experiences

• 7 - don't ask why

• 8 - summarize, then use a closed question to confirm

• 9 - get specific

• 10 - consider implications

Poll

Review principles 11-15. Which of these 5 is the most helpful to you?

• 11 - be patient

• 12 - emphasize the positive

• 13 - be on the same team

• 14 - assess the values of solutions

• 15 - avoid the world's most dangerous question

Telling without showing

Review the common mistakes on the second page of chapter 26 "Show, Don't Tell" — it's page 151. The next question will poll you: Which one of the these have you been painfully guilty of?

Poll

Which one of the these have you been painfully guilty of?

• giving your own opinion of your work

• telling the buyer what her opinion should be

• using jargon that's accurate but which the buyer doesn't understand

• using a weak opening move

Show, don't tell...

The case studies in this chapter than include 1st drafts and revisions can teach us a lot. Let's read a few out loud.

The next question will poll you: Which one of the categories of advice did you need to hear the most?

Poll

Which one of the categories of advice did you need to hear the most?

• put the relevant details up front

• tell a great story

• use the magic pencil

• why you should avoid powerpoint

Multiple Choice

Which one of these from "How Not to Answers Questions" was directly connected to correcting the buyer in the reading?

• getting defensive

• saying no

• saying "Remember before when I said ____?"

• interrupting the buyer

We're going to play a game next using:

• Questions that are asked all the time

• Questions you've been asked before

• Questions that push your buttons