92 Questions
What was the author's goal according to Greg?
To earn $108,000
What did Greg identify as essential to the author's success?
Giving up their ego
What is an example of good ego, according to Greg?
Claiming greatness
What is an example of bad ego, according to Greg?
Blaming others for failures
How much did the author earn by the end of 1994?
$108,000
What is the outcome of mastering the growth equation?
Endless rewards
What is the author's mother's saying?
I can do anything I put my mind to
What is the author's default behavior?
Relying on their bad ego
What did the author buy after achieving their goal?
A brand-new, white BMW
What is the author's advice for personal growth?
Pay attention to your ego
What are the three components of the Growth Equation?
Responsibility, curiosity, and mastery
What is the benefit of taking responsibility in sales?
It draws people in
What is the result of increased curiosity in sales?
More authentic relationships
What is the mindset of high achievers, according to Carol Dweck?
They have a growth mindset
What is the quote from Albert Einstein about problem-solving?
We cannot solve our problems with the same thinking we used when we created them.
What is the author's former belief about sales skills?
They are something you are born with or not
What kind of phrases do reactive salespeople often use?
I can’t help it.
What was Linda's initial position in the sales team?
Number 125
What is the author's advice to salespeople?
Take both the glory and the responsibility.
What does Eric Greitens say about excuses?
Excuses are your enemy.
What happens when organizations play the blame game?
It leads to the death of the organization.
What did the leadership team blame for their lack of sales?
The salespeople.
What did the sales team blame for their lack of sales?
The leadership team.
What is the result of blaming others in an organization?
It alienates people.
Why do reactive salespeople blame external factors?
Because they are fearful about their job security.
What is the characteristic of top salespeople?
They hold themselves accountable for their lack of success.
What is the core belief of people with a fixed mindset?
That their qualities and abilities are static and cannot be changed
What do people with a growth mindset believe about their basic qualities?
That they can be cultivated through toil and persistence
What is a characteristic of people with a growth mindset?
They are energized by learning and overcoming failure
Why did the author part ways with their friend Cindy?
Because Cindy never did anything about her situation
What did Linda blame for her lack of sales?
The prospects and the leads
What do chronic blamers often do?
Blame external circumstances for their lack of success
What was Benjamin Franklin's approach to learning?
He loved reading and discussing intellectual topics
What did the author realize about Cindy?
That Cindy was stuck in a fixed mindset
What is the outcome of having a fixed mindset?
Feeling a deep urgency to prove oneself
What happens when people blame external circumstances for their lack of success?
They erode their own power
What is the primary reason blaming others and external circumstances can hinder long-term growth?
It prevents the company from learning from its mistakes
What is the author's advice to change one's self-talk and questions?
Replace 'they' with 'I' in sentences
What is the main issue with Buzzcut Bruce's questioning style?
He turns discovery into interrogations
What is the key to a successful discovery process, according to the author?
Listening to the answers
What does the author suggest salespeople do when objections arise?
Ask questions to put the customer at ease
Why do salespeople sometimes ask questions that annoy customers?
They lack genuine curiosity
What does the quote 'Be more interested than interesting' suggest?
Be more interested in the customer
What is the primary outcome of taking responsibility for failures and successes?
It takes control back for failures and successes
What is the author's approach to helping new salespeople?
Focusing on the discovery questions
Why does the author ask accusatory questions, according to the author?
To abdicate responsibility
What do truly curious salespeople ask during meetings?
Questions that help them better understand their customers
What do curious people often do before meeting a prospect?
Do their homework to learn about the prospect
According to George Loewenstein, what drives curiosity?
The information gap between what we know and want to know
What was the author's initial response to her husband's criticism?
Defensiveness and anger
What did the author start doing after her conversation with her husband?
Reading fiction and nonfiction books
What is essential for salespeople in today's world?
Being tuned in to current events and global issues
What is the outcome of being curious about the world?
Being more interesting and engaged
What did the author's husband mean by 'You're a Ferrari on crap gas'?
You're smart but lack knowledge about the world
What did the author initially use to justify her lack of breadth of knowledge?
The 'Hotel Theory of Learning'
What was the result of the author's efforts to expand her knowledge and awareness?
She built rapport with a greater number of people and improved her business
What did Greg identify as a necessary trait for the author to succeed?
Letting go of ego
What is the difference between good ego and bad ego according to Greg?
Good ego claims greatness, bad ego blames others
What was the author's goal, according to Greg?
To earn $55,000
What is one of the author's default behaviors?
Bad ego
What is the outcome of mastering the growth equation, according to the author?
Endless rewards
What does the author's mother always say?
I can do anything I put my mind to
What happens when someone doesn't accept valuable feedback?
They cannot grow
What is key to achieving higher levels of performance?
Working with mentors
What is essential for mastery?
Seeking feedback
What do top 25% of salespeople do?
Buy sales aids like books and online programs
Why did Barry's sales go down?
Because he didn't improve
What is the benefit of receiving feedback?
It helps you understand what you're doing well and poorly
What happens when you don't receive feedback?
You repeat the same mistakes
Why is it important to let the person giving feedback know your goals?
So they can give you feedback tailored to your goals
What is the outcome of giving up your ego?
You increase your chances of growth
Why is it essential to seek constructive feedback?
Because it helps you understand your strengths and weaknesses
What is the ideal praise-to-criticism ratio that helps individuals outperform others?
6:1
Why is it essential to focus on a maximum of three things at a time?
To avoid information overload
What is the concept of a 'swing thought' in golf?
Remembering a single key piece of guidance
What must feedback be in order to be effective?
Specific
What does 'success' mean to different people?
Different things to different people
What did the author need to give up to achieve their goal?
Drinking at the Jackalope Bar
What are the two ways to make more money in sales?
More training or more customers
What did Greg identify as essential to the author's success?
Giving up bad habits
What is the key to getting specific feedback?
Being clear about what you're trying to achieve
What is the outcome of accepting responsibility and learning from failures?
Success and growth
What do today's customers have that they didn't have a couple of decades ago?
Countless ways to receive information about the product
What does a salesperson need to be today, according to the text?
At least as educated as their customer
What does Eric White suggest his salespeople do daily?
Read news like The Wall Street Journal or The New York Times
What is the benefit of being curious, according to the text?
You will be able to choose what to study
What is necessary for credibility in sales, according to the text?
All of the above
What is mastery, according to the text?
Being able to perform without thinking about the details
What happened to Maria João Pires during a concert?
She realized she was playing the wrong piece
What allows a salesperson to do everything that is critical for their role?
Mastery
What is the result of understanding economic trends, according to the text?
More confidence in making major purchases
What does the author suggest is a good starting point for learning?
Learning what interests you
Test your understanding of fixed mindset beliefs and how they can limit your potential. Learn to recognize common phrases that reveal a fixed mindset and how it can hold you back from achieving your goals.
Make Your Own Quizzes and Flashcards
Convert your notes into interactive study material.
Get started for free
