How I Raised Myself from Failure to Success in Selling Ch 20

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Questions and Answers

What was the initial reaction of the young attorney when he received the compliment?

He was uninterested in the conversation.

He expressed gratitude immediately.

He denied any future success.

He was skeptical and thought it was flattery. (correct)

What impact did the speaker's encouragement have on H. Edgar Barnes's career?

It helped him build a successful law practice. (correct)

It led him to retire early from law practice.

It had no significant effect on his career.

It caused him to change his career path completely.

Which role did H. Edgar Barnes achieve later in his career?

He became a businessman.

He became a Supreme Court Justice. (correct)

He opened his own law firm.

He was elected to the city council.

How did the speaker maintain his relationship with H. Edgar Barnes?

By keeping in touch regularly and showing support. Signup and view all the answers

Which companies did H. Edgar Barnes become counsel for?

Large corporations like Pennsylvania Sugar Refining Company. Signup and view all the answers

What is suggested as the first step to win someone to your cause?

Show them that you are their sincere friend Signup and view all the answers

What did Clinton Stiefel do that surprised everyone at the bank meeting?

He gave a confident presentation with suggestions Signup and view all the answers

How did the speaker help his two friends who were feeling depressed?

By reminding them of their accomplishments and potential Signup and view all the answers

What was a notable quality of Morgan Thomas as he progressed in his career?

He maintained a strong work ethic Signup and view all the answers

What did the speaker encourage Clinton Stiefel to pursue for his development?

Advanced banking and public speaking courses Signup and view all the answers

According to the speaker, how do people typically react to being told they have helped someone?

They appreciate the feedback Signup and view all the answers

What was the initial response of Clinton Stiefel to the idea of becoming president of the bank?

He laughed and dismissed the idea Signup and view all the answers

What effect did the speaker's pep talk have on his friends?

They felt motivated and optimistic about their future Signup and view all the answers

What does the story about Clinton Stiefel demonstrate about the impact of encouragement?

It can significantly improve confidence and performance Signup and view all the answers

What lesson does the speaker imply about giving sincere praise?

It can lead to improved relationships and performance Signup and view all the answers

Study Notes

Building Relationships for Success

Lincoln's advice: Winning someone to your cause starts with showing you are a sincere friend. This "drop of honey" leads to their reason and judgment.

Encouraging Others' Success

Edgar Barnes: The author encouraged Barnes, believing in his potential, leading to a strong friendship and business relationship. This encouragement played a part in Barnes's rise to success as a lawyer.
Clinton Stiefel: The author inspired Stiefel to believe in his abilities to advance in his career. This inspired Stiefel to perform better in meetings leading to his advancement at the bank.
Pep talks and recognizing accomplishments: Giving praise to promising individuals and emphasizing their accomplishments motivated them and built stronger connections for future business dealings. Demonstrating genuine interest in their past and future helped both parties to be pleased with dealings.

Effective Sales Techniques

Probing Questions: Asking "How did you happen to get started in this business?" provides insight into a person's journey, and motivates them to share their history, which can lead to strong relationships. This creates an emotional connection with the person. This tactic also works with busy prospects initially resistant to sales efforts.
Building Trust and Rapport: showing genuine interest in the person's life and career fosters trust allowing them to share their personal stories for mutual benefit
Positive reinforcement: Expressing genuine appreciation for a person's contribution or influence on your success demonstrates respect and strengthens a business relationship for ongoing benefits.
Handling resistance: Addressing and understanding someone's obstacles are critical to success. If someone is resistant to a sales pitch, a change in technique may be necessary. For example, focusing on interests rather than sales will open doors. Be a good listener.

Personal Testimonials

Morgan Thomas: The author's story of appreciating and complimenting Thomas's effort and work ethic. This inspired healthy competition and an ongoing strong friendship and business relationship for the mutual benefit of both.

Long-Term Relationships

Sustaining Relationships: Maintaining contact and supporting individuals' ambitions with sincere encouragement yields lasting friendships and profitable business relationships.
Record Keeping: Keeping records of people's details helps remember their stories and interests, reinforcing personal connections and building trust over time, which is often a key determinant for long-term profitable endeavors.

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Description

This quiz explores key techniques for building successful relationships in business. It highlights the importance of sincerity, encouragement, and recognition in fostering connections and advancing careers. Learn how effective communication and genuine interest can lead to success in your professional dealings.