Mastering the Growth Equation for Sales Success
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Questions and Answers

What is the willingness that top salespeople share?

  • To rely on others to take responsibility
  • To avoid taking responsibility
  • To take responsibility for their strengths
  • To take responsibility for their weaknesses (correct)

    • What is the name of the motivational speaker and author mentioned in the text?

  • Greg Willingham
  • Jack Smith
  • Marcus Buckingham (correct)
  • John Doe

    • Where did the author meet their first sales mentor?

  • At Marriott (correct)
  • At a networking event
  • Online
  • At a conference

    • What was the consequence of being late to sales meetings?

    <p>No customers for the day</p> Signup and view all the answers

    What happened to a colleague's car in the parking lot?

    <p>A company bulldozer rammed into it</p> Signup and view all the answers

    What was the author's eventual position at Marriott?

    <p>Top salesperson</p> Signup and view all the answers

    What is the main idea behind Greg's third rule of sales encounters?

    <p>To understand the real reason behind a customer's decision not to buy and learn from it</p> Signup and view all the answers

    What is the universal truth referred to as according to the passage?

    <p>The Growth Equation</p> Signup and view all the answers

    Why is a commitment to growth necessary in selling with heart?

    <p>Because it creates more authentic relationships and deeper connections</p> Signup and view all the answers

    What is the main difference between people with a fixed mindset and those with a growth mindset?

    <p>Their ability to learn from failures</p> Signup and view all the answers

    What do people with a fixed mindset often do to mask their deficiencies?

    <p>They try to mask their deficiencies with false bravado</p> Signup and view all the answers

    What did the author learn from Greg?

    <p>The three rules of sales encounters, including taking responsibility for actions</p> Signup and view all the answers

    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?

    <p>One learns and grows</p> Signup and view all the answers

    What do high achievers possess, according to Carol Dweck?

    <p>Intelligence, talent, and a commitment to growth and continual learning</p> Signup and view all the answers

    What is the result of surrounding oneself with others who have committed to growth?

    <p>One's connections become deeper and their paycheck increases</p> Signup and view all the answers

    What is the quoted phrase from Albert Einstein in the passage?

    <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 hallmark of those with a growth mindset?

    <p>A passion for stretching themselves</p> Signup and view all the answers

    How many years of formal education did Benjamin Franklin have?

    <p>Less than two years</p> Signup and view all the answers

    What was the name of the club formed by Benjamin Franklin in 1727?

    <p>The Junto</p> Signup and view all the answers

    What was the problem with the author's friend Cindy?

    <p>She was always complaining</p> Signup and view all the answers

    What is the key to mastering the Growth Equation?

    <p>Commitment to growth and forming bonds with growth-minded colleagues</p> Signup and view all the answers

    What did Linda blame for her lack of sales?

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

    What was Linda's position in the sales team before the seminar?

    <p>Bottom 10</p> Signup and view all the answers

    What did Linda achieve two weeks after the seminar?

    <p>She moved to number 2</p> Signup and view all the answers

    What was Linda doing when the author saw her after the seminar?

    <p>Writing her speech</p> Signup and view all the answers

    What is a characteristic of people with a fixed mindset?

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

    What is the primary reason top salespeople never blame external factors for their lack of success?

    <p>They take responsibility for their own success</p> Signup and view all the answers

    What is the result of not taking responsibility for one's own success in an organization?

    <p>It can prevent an otherwise talented salesperson from growing</p> Signup and view all the answers

    What is the main issue with blaming external factors, according to the author?

    <p>It prevents learning and growth</p> Signup and view all the answers

    What is the alternative to saying 'They didn't have the money'?

    <p>I didn't show them the value</p> Signup and view all the answers

    What is the author's advice to take more responsibility immediately?

    <p>Change your self-talk and the questions you ask yourself</p> Signup and view all the answers

    What is the consequence of playing the blame game in an organization?

    <p>It can mean the death of an organization</p> Signup and view all the answers

    What is the author's main point about excellence?

    <p>It's difficult to achieve</p> Signup and view all the answers

    Who is responsible for providing mentorship and accountability in an organization?

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

    What is the author's advice when someone says 'They're indecisive'?

    <p>Look for ways to improve the sales approach</p> Signup and view all the answers

    What is the author's main point about excuses?

    <p>They're almost always your enemy</p> Signup and view all the answers

    What is the author's default mechanism when something goes wrong?

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

    Why does the author seek advice from many people?

    <p>To have someone to blame if the advice doesn't work out</p> Signup and view all the answers

    What does the use of words like 'He', 'She', and 'They' suggest?

    <p>That someone else is in control</p> Signup and view all the answers

    What did Buzzcut Bruce's questioning style resemble?

    <p>An interrogation</p> Signup and view all the answers

    What is the problem with asking questions without genuine curiosity?

    <p>It may come across as an interrogation</p> Signup and view all the answers

    What is the benefit of being more interested than interesting?

    <p>It makes the speaker look smarter</p> Signup and view all the answers

    What do curious salespeople do before meeting a prospect?

    <p>They research the prospect's company</p> Signup and view all the answers

    What do curious salespeople want to understand about their customers?

    <p>Their inner worlds</p> Signup and view all the answers

    How do curious salespeople react to objections?

    <p>They ask questions to understand the objection</p> Signup and view all the answers

    What are curious neuroscientists studying?

    <p>The impact of curiosity on the brain</p> Signup and view all the answers

    What is the importance of reading news like The Wall Street Journal or The New York Times daily according to Eric White?

    <p>To understand the customer's politics, business, and economy</p> Signup and view all the answers

    What is the author's suggestion to 'amp up curiosity'?

    <p>Read news and engage with challenging material daily</p> Signup and view all the answers

    What did Maria João Pires realize during her performance at Amsterdam's Royal Concertgebouw?

    <p>She had prepared to play the wrong concerto</p> Signup and view all the answers

    What does mastery allow top salespeople to do?

    <p>Listen with their heart, pivot when necessary, and teach others</p> Signup and view all the answers

    What is one shortcut to mastery mentioned in the passage?

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

    What is Barry's attitude towards improvement?

    <p>He is skilled but not interested in improving</p> Signup and view all the answers

    What is required for mastery according to the passage?

    <p>Time, practice, and taking on new challenges</p> Signup and view all the answers

    Why is feedback important for mastery?

    <p>It powers performance and growth</p> Signup and view all the answers

    What is one key aspect of 'unconscious mastery'?

    <p>Performing without thinking about the details</p> Signup and view all the answers

    What is the result of surrounding oneself with people who have different opinions?

    <p>Growth and learning</p> Signup and view all the answers

    What might achieving success mean to others?

    <p>Having time to do charity work and spending more time with family</p> Signup and view all the answers

    Why is it hard for many people to accept responsibility?

    <p>Because they are not used to taking the blame off themselves since childhood</p> Signup and view all the answers

    What was the author's goal for the New Year?

    <p>$100,000 and a white BMW</p> Signup and view all the answers

    How much did the author make the year before they set the goal of $100,000?

    <p>$29,050</p> Signup and view all the answers

    What did Greg ask the author after the author shared their goal?

    <p>What did you make last year?</p> Signup and view all the answers

    What was the equivalent value of $100,000 in today's money?

    <p>$500,000</p> Signup and view all the answers

    What happens when someone does not accept valuable feedback?

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

    What is essential for achieving higher levels of performance?

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

    What is the ideal ratio of positive-to-negative advice?

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

    What is the benefit of finding a mentor who gently tells you how to improve?

    <p>Your brain will be more receptive to areas where you need to improve</p> Signup and view all the answers

    What is the maximum number of things one should focus on at a time?

    <p>3</p> Signup and view all the answers

    What is the 'information gap' theory developed by George Loewenstein?

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

    What is the purpose of feedback?

    <p>To know what you’re doing well and what you’re doing poorly</p> Signup and view all the answers

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

    <p>So they can understand what you want to achieve</p> Signup and view all the answers

    What was the author's husband's criticism about the author?

    <p>She didn't know much about the world</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 very smart but lack knowledge</p> Signup and view all the answers

    What should a good mentor do when giving feedback?

    <p>Tell you what you did right first, then what you did wrong</p> Signup and view all the answers

    What is the 'Hotel Theory of Learning'?

    <p>Before something can check in, something else has to check out</p> Signup and view all the answers

    What is the result of not accepting valuable feedback and not growing?

    <p>You will destroy your relationships, and your chance at growth</p> Signup and view all the answers

    What is the expression in golf that is similar to feedback in sales?

    <p>The Swing Thought</p> Signup and view all the answers

    What did the author start doing after her husband's criticism?

    <p>Started reading newspapers, The New Yorker, and more</p> Signup and view all the answers

    Why is it important for salespeople to be knowledgeable about current events?

    <p>To build credibility and rapport with customers</p> Signup and view all the answers

    What has changed about the way customers get information about products?

    <p>They have many ways to research products, including video demos and Yelp reviews</p> Signup and view all the answers

    What is necessary for credibility as a salesperson?

    <p>Knowledge of current events and the product</p> Signup and view all the answers

    What was the outcome of the author's decision to broaden her knowledge?

    <p>Her relationships, self-esteem, and business grew</p> Signup and view all the answers

    Why is curiosity an important trait for an engaged citizen and an interesting person?

    <p>It allows you to stay informed about the world</p> Signup and view all the answers

    What can 'success' mean to different people?

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

    What is the main challenge in accepting responsibility?

    <p>It is a natural tendency for many people to blame others</p> Signup and view all the answers

    What is the purpose of being clear about what you want to achieve?

    <p>To get specific feedback</p> Signup and view all the answers

    What is one behavior that many people carry into adulthood?

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

    What did Greg do to help the author get comfortable with accepting responsibility?

    <p>He helped the author set a specific goal</p> Signup and view all the answers

    What is the equivalent value of $100,000 in today's money?

    <p>About $500,000</p> Signup and view all the answers

    What did the author want to achieve in the New Year?

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

    What did the author make the year before they set the goal of $100,000?

    <p>$29,050</p> Signup and view all the answers

    What was the author's goal for the New Year?

    <p>To earn $100,000</p> Signup and view all the answers

    What is the main idea behind the story about Greg and the author?

    <p>The importance of accepting responsibility</p> Signup and view all the answers

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