Module 7: Mastering Networking
Application Exercises
Networking Exercise
List 10 places you could network (think of networking organizations, associations, Chambers of Commerce, school or church groups, etc.). Put a check by those that you currently participate in.If you need help with potential groups, please talk to your mentor or colleagues for ideas.
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Which three would be best for you (consider size, accessibility, Bull’s Eye Market, etc)?
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When is the next meeting for each? Where is the next meeting?
WhenWhere
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Who is the President or Chairperson?
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Who is in charge of the membership committee?
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How do you get on the membership committee*?
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* The membership committee allows you a great forum to meet other members and prospective new members which increases your exposure to more people. If you’re choosing groups that attract your Bull’s Eye Market, serving on the membership committee can be a productive use of your time.
How many networking functions should you attend on a monthly basis?
______
What is your networking plan for the next 30 days?
______
Handshake Exercise
The classic American business handshake has been discussed in this module. Find five colleagues, friends or relatives to assess your handshake. Please make sure that you get feedback from both males and females. Get them to rank you on a scale from 1-10 (1 being poor and 10 being excellent) in the following areas:
Firmness – The firmness of your handshake should not be too soft or too hard. Instead, your shake should convey strength and confidence without being too forceful.
Position – The position of your shake should be fully engaged with the web between your thumb and index finger touching your partner’s. Your palms should be flat against one another. In addition, the entry into and during the shake should be straight to the other hand. No pulling, pushing, twisting or “swooping” down and over.
Overall Rank – What was their immediate and spontaneous reaction to the shake? Did they feel you were open, trustworthy and confident? Or did they feel like you were overly submissive or domineering?
Partner FirmnessPosition Overall Rank
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Was there any feedback that helped you improve your handshake?
______
Personal Listening Assessment
- Circle the term that best describes you as a listener.
ExcellentAbove AverageAverage
Below AveragePoor Terrible
- On a scale of 0 – 100 (100 = highest), how would you rate yourself as a listener?______
3. As a listener, how often do you find yourself engaging in these listening habits?
Use the following scale:
- Almost always
- Usually
- Sometimes
- Seldom
- Almost Never
a)Thinking the subject is boring.
1 2345
b)Criticizing the speaker’s delivery or mannerisms.
12345
c)Listening primarily for facts.
12345
d)Faking attention to the speaker.
12345
e)Framing your response as the speaker talks.
12345
f)Attending to external distractions.
12345
g)Not reading the speaker’s non-verbal behaviors.
12345
h)Interrupting the speaker.
12345
i)“Daydreaming” while the speaker talks.
12345
j)“Tuning out” speakers because you dislike or disagree withthem.
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- List five of your best listening qualities, such as patience, good eye contact, not jumping to conclusions, asking for clarification, etc. Rank them 1 – 5, with one (1) being your best quality.
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- List three listening qualities that you don’t have now but you would like to have.
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- List five of your worst listening qualities. Rank them with (1) being the worst, etc.
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- List three listening qualities of poor listeners you know, that you would like to avoid. Make a commitment to be more patient with those people, and not fall into those behaviors yourself.
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Words, issues, situations, and/or personalities may trigger us emotionally. When these issues trigger our emotional “hot-buttons,” verbal messages become distorted, either positively or negatively. Because issues are emotional they may create barriers to effective listening. Often, when our “hot-buttons” are activated, we tune out, distort or prejudge the message(s) that we are receiving.
- Check any of the situations and/or phrases listed below that may cause you to become emotional and not listen well.
_____ Someone saying, “You never....” or “You always…”
_____ Know-it-all attitudes
_____ Individuals who smoke while talking to you
_____ Individuals who chew gum while talking to you
_____ Someone who tells you to “shut up!”
_____ Bigots
_____ Bad grammar
_____ Poor enunciation of words
_____ Pushy individuals
_____ Whining
_____ Shouting
_____ Individuals who tell you what to do (“What you shoulddo is . . .”)
_____ Individuals who talk to you with their mouth openwhen eating
_____ Individuals who interrupt you
- Answer the following questions about your listening.
Use the following scale:
- Almost always
- Usually
- Sometimes
- Seldom
- Almost Never
a)____ If I cannot pay attention to the person speaking to me, I end the conversation or postpone it to a time when I can pay attention.
b)____ I maintain almost constant eye contact when someone is talking to me (instead of reading, sorting through mail, reviewing e-mail, etc.)
c)____ I listen to a person’s ideas and facts as well as for the person’s feelings and emotions.
d)____ I allow the speaker to finish a complete thought without interruption.
e)____ I am not distracted by the way a person delivers a message.
f)____ If the speaker seems inappropriately dressed or speaks with an accent different from mine, I still listen intently.
g)____ If a speaker makes a statement that is not clear to me, I ask questions.
h)____ After I have learned what I want from the speaker, I still give him or her my undivided attention until the conversation is over.
i)____ I keep my mind focused on what the speaker is saying.
j)____ I concentrate on what a speaker is saying even though I may be in a noisy environment.
Discussion Forum Questions
- How do you feel when you walk into a networking event for the first time? Why?
- What obstacles do you see to networking?
- What do you like about what others have done with you when networking? What are some of your best experiences?
- How can you incorporate networking into your prospecting routine?
- Where have you networked successfully in the past and what other place can you think of to network at?
- What social media sites do you or could you use to supplement your face-to-face networking activities?
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FCU Advanced Sales
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