Fixed Mindset Beliefs
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Questions and Answers

What was the author's goal according to Greg?

  • To buy a BMW
  • To get a brand-new office
  • To be number one in the company
  • To earn $108,000 (correct)

    • What did Greg identify as essential to the author's success?

  • Giving up their job
  • Giving up their ego (correct)
  • Giving up on their dreams
  • Giving up their free time

    • What is an example of good ego, according to Greg?

  • Blaming others for failures
  • Choosing complacency
  • Defending one's position
  • Claiming greatness (correct)

    • What is an example of bad ego, according to Greg?

    <p>Blaming others for failures</p> Signup and view all the answers

    How much did the author earn by the end of 1994?

    <p>$108,000</p> Signup and view all the answers

    What is the outcome of mastering the growth equation?

    <p>Endless rewards</p> Signup and view all the answers

    What is the author's mother's saying?

    <p>I can do anything I put my mind to</p> Signup and view all the answers

    What is the author's default behavior?

    <p>Relying on their bad ego</p> Signup and view all the answers

    What did the author buy after achieving their goal?

    <p>A brand-new, white BMW</p> Signup and view all the answers

    What is the author's advice for personal growth?

    <p>Pay attention to your ego</p> Signup and view all the answers

    What are the three components of the Growth Equation?

    <p>Responsibility, curiosity, and mastery</p> Signup and view all the answers

    What is the benefit of taking responsibility in sales?

    <p>It draws people in</p> Signup and view all the answers

    What is the result of increased curiosity in sales?

    <p>More authentic relationships</p> Signup and view all the answers

    What is the mindset of high achievers, according to Carol Dweck?

    <p>They have a growth mindset</p> Signup and view all the answers

    What is the quote from Albert Einstein about problem-solving?

    <p>We cannot solve our problems with the same thinking we used when we created them.</p> Signup and view all the answers

    What is the author's former belief about sales skills?

    <p>They are something you are born with or not</p> Signup and view all the answers

    What kind of phrases do reactive salespeople often use?

    <p>I can’t help it.</p> Signup and view all the answers

    What was Linda's initial position in the sales team?

    <p>Number 125</p> Signup and view all the answers

    What is the author's advice to salespeople?

    <p>Take both the glory and the responsibility.</p> Signup and view all the answers

    What does Eric Greitens say about excuses?

    <p>Excuses are your enemy.</p> Signup and view all the answers

    What happens when organizations play the blame game?

    <p>It leads to the death of the organization.</p> Signup and view all the answers

    What did the leadership team blame for their lack of sales?

    <p>The salespeople.</p> Signup and view all the answers

    What did the sales team blame for their lack of sales?

    <p>The leadership team.</p> Signup and view all the answers

    What is the result of blaming others in an organization?

    <p>It alienates people.</p> Signup and view all the answers

    Why do reactive salespeople blame external factors?

    <p>Because they are fearful about their job security.</p> Signup and view all the answers

    What is the characteristic of top salespeople?

    <p>They hold themselves accountable for their lack of success.</p> Signup and view all the answers

    What is the core belief of people with a fixed mindset?

    <p>That their qualities and abilities are static and cannot be changed</p> Signup and view all the answers

    What do people with a growth mindset believe about their basic qualities?

    <p>That they can be cultivated through toil and persistence</p> Signup and view all the answers

    What is a characteristic of people with a growth mindset?

    <p>They are energized by learning and overcoming failure</p> Signup and view all the answers

    Why did the author part ways with their friend Cindy?

    <p>Because Cindy never did anything about her situation</p> Signup and view all the answers

    What did Linda blame for her lack of sales?

    <p>The prospects and the leads</p> Signup and view all the answers

    What do chronic blamers often do?

    <p>Blame external circumstances for their lack of success</p> Signup and view all the answers

    What was Benjamin Franklin's approach to learning?

    <p>He loved reading and discussing intellectual topics</p> Signup and view all the answers

    What did the author realize about Cindy?

    <p>That Cindy was stuck in a fixed mindset</p> Signup and view all the answers

    What is the outcome of having a fixed mindset?

    <p>Feeling a deep urgency to prove oneself</p> Signup and view all the answers

    What happens when people blame external circumstances for their lack of success?

    <p>They erode their own power</p> Signup and view all the answers

    What is the primary reason blaming others and external circumstances can hinder long-term growth?

    <p>It prevents the company from learning from its mistakes</p> Signup and view all the answers

    What is the author's advice to change one's self-talk and questions?

    <p>Replace 'they' with 'I' in sentences</p> Signup and view all the answers

    What is the main issue with Buzzcut Bruce's questioning style?

    <p>He turns discovery into interrogations</p> Signup and view all the answers

    What is the key to a successful discovery process, according to the author?

    <p>Listening to the answers</p> Signup and view all the answers

    What does the author suggest salespeople do when objections arise?

    <p>Ask questions to put the customer at ease</p> Signup and view all the answers

    Why do salespeople sometimes ask questions that annoy customers?

    <p>They lack genuine curiosity</p> Signup and view all the answers

    What does the quote 'Be more interested than interesting' suggest?

    <p>Be more interested in the customer</p> Signup and view all the answers

    What is the primary outcome of taking responsibility for failures and successes?

    <p>It takes control back for failures and successes</p> Signup and view all the answers

    What is the author's approach to helping new salespeople?

    <p>Focusing on the discovery questions</p> Signup and view all the answers

    Why does the author ask accusatory questions, according to the author?

    <p>To abdicate responsibility</p> Signup and view all the answers

    What do truly curious salespeople ask during meetings?

    <p>Questions that help them better understand their customers</p> Signup and view all the answers

    What do curious people often do before meeting a prospect?

    <p>Do their homework to learn about the prospect</p> Signup and view all the answers

    According to George Loewenstein, what drives curiosity?

    <p>The information gap between what we know and want to know</p> Signup and view all the answers

    What was the author's initial response to her husband's criticism?

    <p>Defensiveness and anger</p> Signup and view all the answers

    What did the author start doing after her conversation with her husband?

    <p>Reading fiction and nonfiction books</p> Signup and view all the answers

    What is essential for salespeople in today's world?

    <p>Being tuned in to current events and global issues</p> Signup and view all the answers

    What is the outcome of being curious about the world?

    <p>Being more interesting and engaged</p> Signup and view all the answers

    What did the author's husband mean by 'You're a Ferrari on crap gas'?

    <p>You're smart but lack knowledge about the world</p> Signup and view all the answers

    What did the author initially use to justify her lack of breadth of knowledge?

    <p>The 'Hotel Theory of Learning'</p> Signup and view all the answers

    What was the result of the author's efforts to expand her knowledge and awareness?

    <p>She built rapport with a greater number of people and improved her business</p> Signup and view all the answers

    What did Greg identify as a necessary trait for the author to succeed?

    <p>Letting go of ego</p> Signup and view all the answers

    What is the difference between good ego and bad ego according to Greg?

    <p>Good ego claims greatness, bad ego blames others</p> Signup and view all the answers

    What was the author's goal, according to Greg?

    <p>To earn $55,000</p> Signup and view all the answers

    What is one of the author's default behaviors?

    <p>Bad ego</p> Signup and view all the answers

    What is the outcome of mastering the growth equation, according to the author?

    <p>Endless rewards</p> Signup and view all the answers

    What does the author's mother always say?

    <p>I can do anything I put my mind to</p> Signup and view all the answers

    What happens when someone doesn't accept valuable feedback?

    <p>They cannot grow</p> Signup and view all the answers

    What is key to achieving higher levels of performance?

    <p>Working with mentors</p> Signup and view all the answers

    What is essential for mastery?

    <p>Seeking feedback</p> Signup and view all the answers

    What do top 25% of salespeople do?

    <p>Buy sales aids like books and online programs</p> Signup and view all the answers

    Why did Barry's sales go down?

    <p>Because he didn't improve</p> Signup and view all the answers

    What is the benefit of receiving feedback?

    <p>It helps you understand what you're doing well and poorly</p> Signup and view all the answers

    What happens when you don't receive feedback?

    <p>You repeat the same mistakes</p> Signup and view all the answers

    Why is it important to let the person giving feedback know your goals?

    <p>So they can give you feedback tailored to your goals</p> Signup and view all the answers

    What is the outcome of giving up your ego?

    <p>You increase your chances of growth</p> Signup and view all the answers

    Why is it essential to seek constructive feedback?

    <p>Because it helps you understand your strengths and weaknesses</p> Signup and view all the answers

    What is the ideal praise-to-criticism ratio that helps individuals outperform others?

    <p>6:1</p> Signup and view all the answers

    Why is it essential to focus on a maximum of three things at a time?

    <p>To avoid information overload</p> Signup and view all the answers

    What is the concept of a 'swing thought' in golf?

    <p>Remembering a single key piece of guidance</p> Signup and view all the answers

    What must feedback be in order to be effective?

    <p>Specific</p> Signup and view all the answers

    What does 'success' mean to different people?

    <p>Different things to different people</p> Signup and view all the answers

    What did the author need to give up to achieve their goal?

    <p>Drinking at the Jackalope Bar</p> Signup and view all the answers

    What are the two ways to make more money in sales?

    <p>More training or more customers</p> Signup and view all the answers

    What did Greg identify as essential to the author's success?

    <p>Giving up bad habits</p> Signup and view all the answers

    What is the key to getting specific feedback?

    <p>Being clear about what you're trying to achieve</p> Signup and view all the answers

    What is the outcome of accepting responsibility and learning from failures?

    <p>Success and growth</p> Signup and view all the answers

    What do today's customers have that they didn't have a couple of decades ago?

    <p>Countless ways to receive information about the product</p> Signup and view all the answers

    What does a salesperson need to be today, according to the text?

    <p>At least as educated as their customer</p> Signup and view all the answers

    What does Eric White suggest his salespeople do daily?

    <p>Read news like The Wall Street Journal or The New York Times</p> Signup and view all the answers

    What is the benefit of being curious, according to the text?

    <p>You will be able to choose what to study</p> Signup and view all the answers

    What is necessary for credibility in sales, according to the text?

    <p>All of the above</p> Signup and view all the answers

    What is mastery, according to the text?

    <p>Being able to perform without thinking about the details</p> Signup and view all the answers

    What happened to Maria João Pires during a concert?

    <p>She realized she was playing the wrong piece</p> Signup and view all the answers

    What allows a salesperson to do everything that is critical for their role?

    <p>Mastery</p> Signup and view all the answers

    What is the result of understanding economic trends, according to the text?

    <p>More confidence in making major purchases</p> Signup and view all the answers

    What does the author suggest is a good starting point for learning?

    <p>Learning what interests you</p> Signup and view all the answers

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