92 Questions
What is the willingness that top salespeople share?
To take responsibility for their weaknesses
What is the name of the motivational speaker and author mentioned in the text?
Marcus Buckingham
Where did the author meet their first sales mentor?
At Marriott
What was the consequence of being late to sales meetings?
No customers for the day
What happened to a colleague's car in the parking lot?
A company bulldozer rammed into it
What was the author's eventual position at Marriott?
Top salesperson
What is the main idea behind Greg's third rule of sales encounters?
To understand the real reason behind a customer's decision not to buy and learn from it
What is the universal truth referred to as according to the passage?
The Growth Equation
Why is a commitment to growth necessary in selling with heart?
Because it creates more authentic relationships and deeper connections
What is the main difference between people with a fixed mindset and those with a growth mindset?
Their ability to learn from failures
What do people with a fixed mindset often do to mask their deficiencies?
They try to mask their deficiencies with false bravado
What did the author learn from Greg?
The three rules of sales encounters, including taking responsibility for actions
What is the outcome of taking a good look at one's habits and being vulnerable enough to admit what's working and what isn't?
One learns and grows
What do high achievers possess, according to Carol Dweck?
Intelligence, talent, and a commitment to growth and continual learning
What is the result of surrounding oneself with others who have committed to growth?
One's connections become deeper and their paycheck increases
What is the quoted phrase from Albert Einstein in the passage?
We cannot solve our problems with the same thinking we used when we created them.
What is the hallmark of those with a growth mindset?
A passion for stretching themselves
How many years of formal education did Benjamin Franklin have?
Less than two years
What was the name of the club formed by Benjamin Franklin in 1727?
The Junto
What was the problem with the author's friend Cindy?
She was always complaining
What is the key to mastering the Growth Equation?
Commitment to growth and forming bonds with growth-minded colleagues
What did Linda blame for her lack of sales?
The prospects
What was Linda's position in the sales team before the seminar?
Bottom 10
What did Linda achieve two weeks after the seminar?
She moved to number 2
What was Linda doing when the author saw her after the seminar?
Writing her speech
What is a characteristic of people with a fixed mindset?
They blame external circumstances for their lack of success
What is the primary reason top salespeople never blame external factors for their lack of success?
They take responsibility for their own success
What is the result of not taking responsibility for one's own success in an organization?
It can prevent an otherwise talented salesperson from growing
What is the main issue with blaming external factors, according to the author?
It prevents learning and growth
What is the alternative to saying 'They didn't have the money'?
I didn't show them the value
What is the author's advice to take more responsibility immediately?
Change your self-talk and the questions you ask yourself
What is the consequence of playing the blame game in an organization?
It can mean the death of an organization
What is the author's main point about excellence?
It's difficult to achieve
Who is responsible for providing mentorship and accountability in an organization?
Leadership
What is the author's advice when someone says 'They're indecisive'?
Look for ways to improve the sales approach
What is the author's main point about excuses?
They're almost always your enemy
What is the author's default mechanism when something goes wrong?
Blame
Why does the author seek advice from many people?
To have someone to blame if the advice doesn't work out
What does the use of words like 'He', 'She', and 'They' suggest?
That someone else is in control
What did Buzzcut Bruce's questioning style resemble?
An interrogation
What is the problem with asking questions without genuine curiosity?
It may come across as an interrogation
What is the benefit of being more interested than interesting?
It makes the speaker look smarter
What do curious salespeople do before meeting a prospect?
They research the prospect's company
What do curious salespeople want to understand about their customers?
Their inner worlds
How do curious salespeople react to objections?
They ask questions to understand the objection
What are curious neuroscientists studying?
The impact of curiosity on the brain
What is the importance of reading news like The Wall Street Journal or The New York Times daily according to Eric White?
To understand the customer's politics, business, and economy
What is the author's suggestion to 'amp up curiosity'?
Read news and engage with challenging material daily
What did Maria João Pires realize during her performance at Amsterdam's Royal Concertgebouw?
She had prepared to play the wrong concerto
What does mastery allow top salespeople to do?
Listen with their heart, pivot when necessary, and teach others
What is one shortcut to mastery mentioned in the passage?
Seeking feedback
What is Barry's attitude towards improvement?
He is skilled but not interested in improving
What is required for mastery according to the passage?
Time, practice, and taking on new challenges
Why is feedback important for mastery?
It powers performance and growth
What is one key aspect of 'unconscious mastery'?
Performing without thinking about the details
What is the result of surrounding oneself with people who have different opinions?
Growth and learning
What might achieving success mean to others?
Having time to do charity work and spending more time with family
Why is it hard for many people to accept responsibility?
Because they are not used to taking the blame off themselves since childhood
What was the author's goal for the New Year?
$100,000 and a white BMW
How much did the author make the year before they set the goal of $100,000?
$29,050
What did Greg ask the author after the author shared their goal?
What did you make last year?
What was the equivalent value of $100,000 in today's money?
$500,000
What happens when someone does not accept valuable feedback?
They cannot grow
What is essential for achieving higher levels of performance?
Working with mentors
What is the ideal ratio of positive-to-negative advice?
6-1
What is the benefit of finding a mentor who gently tells you how to improve?
Your brain will be more receptive to areas where you need to improve
What is the maximum number of things one should focus on at a time?
3
What is the 'information gap' theory developed by George Loewenstein?
The difference between what we know and what we want to know
What is the purpose of feedback?
To know what you’re doing well and what you’re doing poorly
Why is it essential to let the person giving you feedback know your goals?
So they can understand what you want to achieve
What was the author's husband's criticism about the author?
She didn't know much about the world
What did the author's husband mean by 'You're a Ferrari on crap gas'?
You're very smart but lack knowledge
What should a good mentor do when giving feedback?
Tell you what you did right first, then what you did wrong
What is the 'Hotel Theory of Learning'?
Before something can check in, something else has to check out
What is the result of not accepting valuable feedback and not growing?
You will destroy your relationships, and your chance at growth
What is the expression in golf that is similar to feedback in sales?
The Swing Thought
What did the author start doing after her husband's criticism?
Started reading newspapers, The New Yorker, and more
Why is it important for salespeople to be knowledgeable about current events?
To build credibility and rapport with customers
What has changed about the way customers get information about products?
They have many ways to research products, including video demos and Yelp reviews
What is necessary for credibility as a salesperson?
Knowledge of current events and the product
What was the outcome of the author's decision to broaden her knowledge?
Her relationships, self-esteem, and business grew
Why is curiosity an important trait for an engaged citizen and an interesting person?
It allows you to stay informed about the world
What can 'success' mean to different people?
All of the above
What is the main challenge in accepting responsibility?
It is a natural tendency for many people to blame others
What is the purpose of being clear about what you want to achieve?
To get specific feedback
What is one behavior that many people carry into adulthood?
Blaming others for their mistakes
What did Greg do to help the author get comfortable with accepting responsibility?
He helped the author set a specific goal
What is the equivalent value of $100,000 in today's money?
About $500,000
What did the author want to achieve in the New Year?
All of the above
What did the author make the year before they set the goal of $100,000?
$29,050
What was the author's goal for the New Year?
To earn $100,000
What is the main idea behind the story about Greg and the author?
The importance of accepting responsibility
Discover the key traits of top salespeople, including taking responsibility, curiosity, and desire for mastery. Learn how to improve your sales record and transform your life with the Growth Equation. Take this quiz to master the universal truth of sales success.
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