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How to Lead People and Influence Horses: The Masterclass
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Checkpoint: When the Horse Won't Try
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Chapter 11

Checkpoint: When the Horse Won't Try

Five questions before you move on.

3 minCheckpoint5 questions

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1. A shut down horse who stands quietly is...
  • ANot consenting; quiet is not consent
  • BTrained
  • CCalm
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A. Not consenting; quiet is not consent
Yes.
2. Who owns the outcome?
  • AThe horse
  • BThe handler, always
  • CNobody
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B. The handler, always
Right. No bad teams, only bad leaders.
3. When stuck, go...
  • ALouder
  • BSmaller
  • CFaster
Show answer
B. Smaller
Correct. Escalating teaches bracing; reducing teaches trying.
4. For the rep who won't dial, start with...
  • AThirty calls
  • BA performance plan
  • COne warm call with you on the line
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C. One warm call with you on the line
Yes.
5. What gets reduced?
  • ABoth
  • BThe ask
  • CThe standard
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B. The ask
Right. Reduce the ask, never the standard.
Up next: Chapter 12: Trust Is Built One Release at a Time

Checkpoint: When the Horse Won't Try

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1. A shut down horse who stands quietly is...
Not consenting; quiet is not consent Calm Trained
2. Who owns the outcome?
Nobody The horse The handler, always
3. When stuck, go...
Faster Louder Smaller
4. For the rep who won't dial, start with...
One warm call with you on the line Thirty calls A performance plan
5. What gets reduced?
Both The standard The ask