LESSON 15All You Need Is One Question

I am the first to admit that I’m not good at networking. I don’t like small talk and I’m very uncomfortable going into a room with people I don’t know, walking up to a stranger, and starting a conversation. When I’m out of town to give a speech or conduct a seminar and I visit the cocktail reception the night before to acquaint myself with my clients, it’s usually a very short visit. I often find myself doing a quick lap around the room looking for the cheese and vegetable appetizers, and then I’m off to my hotel room to order room service.

Now you understand that I’m not qualified to discuss networking or how to work a room, because I both can’t and don’t like to network. What I do want to do is build relationships, ...

Get Hal Becker’s Ultimate Sales Book now with the O’Reilly learning platform.

O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.