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Good in a Room: How to Sell Yourself (and Your Ideas) and Win Over Any Audience
"Stephanie Palmer delivers clear, useful advice on how to successfully move the good idea in your head into the other heads in the room. It is hard to think of a more valuable skill."
--Peter Kaufman, CEO, Glenair Inc.
Former MGM Director of Creative Affairs Stephanie Palmer reveals the techniques used by Hollywood’s top writers, directors and producers to get financing for their projects and explains how you can apply these techniques to be more successful in your own high-stakes meetings. Because, as Palmer as found, the strategies used to sell yourself and your ideas in Hollywood Hollywood not only work in other businesses, they often work better .
After taking over three thousand pitch meetings, Stephanie Palmer has seen what works, what doesn’t, and has developed a system for helping people with good ideas get the attention and financing they deserve. This is important because of how technology and globalization have created exponential growth in the marketplace for ideas. If you can communicate your ideas concisely and effectively, you will have the edge no matter what industry you are in.
Whether you intend to ask for a raise, sign a potential client, promote a new business, secure financing for a creative project, get sponsors for your charity walk or even ask someone on a date, GOOD IN A ROOM shows you how
-Master the five stages of the face-to-face meeting
-Avoid the secret dealbreakers of the first ninety seconds
-Be confident in high-pressure situations
-Present yourself better and more effectively than you ever have before
GOOD IN A ROOM is a step-by-step guide to improving your performance in high-stakes meetings as well as in other areas of your professional life. You’ll learn insider secrets, cutting-edge techniques, and how to construct winning presentations that persuade decision-makers. That’s what being good in a room is all about.
--Peter Kaufman, CEO, Glenair Inc.
Former MGM Director of Creative Affairs Stephanie Palmer reveals the techniques used by Hollywood’s top writers, directors and producers to get financing for their projects and explains how you can apply these techniques to be more successful in your own high-stakes meetings. Because, as Palmer as found, the strategies used to sell yourself and your ideas in Hollywood Hollywood not only work in other businesses, they often work better .
After taking over three thousand pitch meetings, Stephanie Palmer has seen what works, what doesn’t, and has developed a system for helping people with good ideas get the attention and financing they deserve. This is important because of how technology and globalization have created exponential growth in the marketplace for ideas. If you can communicate your ideas concisely and effectively, you will have the edge no matter what industry you are in.
Whether you intend to ask for a raise, sign a potential client, promote a new business, secure financing for a creative project, get sponsors for your charity walk or even ask someone on a date, GOOD IN A ROOM shows you how
-Master the five stages of the face-to-face meeting
-Avoid the secret dealbreakers of the first ninety seconds
-Be confident in high-pressure situations
-Present yourself better and more effectively than you ever have before
GOOD IN A ROOM is a step-by-step guide to improving your performance in high-stakes meetings as well as in other areas of your professional life. You’ll learn insider secrets, cutting-edge techniques, and how to construct winning presentations that persuade decision-makers. That’s what being good in a room is all about.
271 pages, Hardcover
First published January 1, 2008
73 people are currently reading
1331 people want to read
About the author
Stephanie Palmer
23 books16 followersStephanie Palmer coaches business leaders and creative professionals in a wide range of industries to help them get their ideas the attention and financing they deserve. As part of MGM’s executive team for six years, she supervised twenty films with multimillion dollar budgets, including the international screen hit, Legally Blonde. She has been featured in The Los Angeles Times, Variety and on NPR. She lives in Los Angeles. For more information, please visit: www.stephaniepalmer.com
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Displaying 1 - 30 of 78 reviews
January 6, 2014
This is a good book for a business person, especially an entrepreneurial one. While it's not at the top of my list. I would recommend it to anyone that expects to have to "pitch" their ideas. Business today is acting more and more like Hollywood in one important way. More and more businesses today are formed, run and dismantled like a movie production than ever before. A group of experts in different areas come together, create a concept, drive it to a logical conclusion and then move on to another project.
In this world, a book like Good in a Room is very appropriate. It helps any of the players to understand the importance of pitching and selling which is what EVERYONE has to do in that sort of environment.
If you are happy to be an employee and just do what you are told, then this book is not for you. But, if you want to know how to pitch yourself, your idea, your project or your business, you will find this book helpful.
Mark
In this world, a book like Good in a Room is very appropriate. It helps any of the players to understand the importance of pitching and selling which is what EVERYONE has to do in that sort of environment.
If you are happy to be an employee and just do what you are told, then this book is not for you. But, if you want to know how to pitch yourself, your idea, your project or your business, you will find this book helpful.
Mark
Read
April 23, 2019"You are in a category by yourself" (37).
"The buyer should not have to do research. He should not have to keep track of every detail of your presentation or prioritize multiple requests. The buyer should have to do as little as possible--other than say yes" (44)
"My experience is that true confidence is the result of only one thing: creating patterns of success over time" (46).
"A moment's access is not an opportunity" (54).
"The best networks are built one person at a time" (99).
"Keep your standards high when it comes to whom you consider a Good Person to Know. Be careful about with whom you spend time" (102).
"Interruptions are opportunities to show that you respect the buyer" (241).
"Mistakes are opportunities to show what you have poise" (242).
"Catastrophes are opportunities to show that you can handle anything" (243).
"The buyer should not have to do research. He should not have to keep track of every detail of your presentation or prioritize multiple requests. The buyer should have to do as little as possible--other than say yes" (44)
"My experience is that true confidence is the result of only one thing: creating patterns of success over time" (46).
"A moment's access is not an opportunity" (54).
"The best networks are built one person at a time" (99).
"Keep your standards high when it comes to whom you consider a Good Person to Know. Be careful about with whom you spend time" (102).
"Interruptions are opportunities to show that you respect the buyer" (241).
"Mistakes are opportunities to show what you have poise" (242).
"Catastrophes are opportunities to show that you can handle anything" (243).
November 26, 2013
*Good in a Room* is one of those books that you read once and refer to many times. Read it the first time to pick up some valuable ideas. Keep it on your shelf for reference as you prepare for and attend those big meetings that can change your life or build your career.
In his book *The Success Principles*, Jack Canfield advises you to develop an elevator speech to pitch your products and serviced in a matter of seconds. In *Good In A Room*, Stephanie Palmer says the elevator pitch leads you to pitch the wrong things to the wrong people in the wrong placed. By itself, this would be a contrarian opinion worth some thought, but she goes on to suggest what you should do instead and how to go about it. If you carefully compare what she and Canfield say, their advice is similar and complementary. This kind of advice is what makes it worth the first read.
What makes the book worth keeping as a reference are checklists, how tos, and examples. I am a great believer in the value of checklists and the book offers some with enough detail that it makes more sense to keep the book than copy out the lists. The how to sections and examples help you understand the thinking behind the ideas and the application if them.
Although the book has a good index, I'd like to see the book put the lists, checklists, and reference items into figures and have a table to them at the start of the book. This would greatly improve the already significant reference value of the book.
*Good In A Room* offers a systematic approach to preparing for and handling those big meetings that can make your career and change your life. While this kind of meeting is rare for most people, applying these ideas will improve your ability to compete.
In his book *The Success Principles*, Jack Canfield advises you to develop an elevator speech to pitch your products and serviced in a matter of seconds. In *Good In A Room*, Stephanie Palmer says the elevator pitch leads you to pitch the wrong things to the wrong people in the wrong placed. By itself, this would be a contrarian opinion worth some thought, but she goes on to suggest what you should do instead and how to go about it. If you carefully compare what she and Canfield say, their advice is similar and complementary. This kind of advice is what makes it worth the first read.
What makes the book worth keeping as a reference are checklists, how tos, and examples. I am a great believer in the value of checklists and the book offers some with enough detail that it makes more sense to keep the book than copy out the lists. The how to sections and examples help you understand the thinking behind the ideas and the application if them.
Although the book has a good index, I'd like to see the book put the lists, checklists, and reference items into figures and have a table to them at the start of the book. This would greatly improve the already significant reference value of the book.
*Good In A Room* offers a systematic approach to preparing for and handling those big meetings that can make your career and change your life. While this kind of meeting is rare for most people, applying these ideas will improve your ability to compete.
May 15, 2020
This is all great advice for people not just in screenwriting, but in anything in which you're presenting ideas to others. And it's all stuff that we often overlook. But getting good at it is an enormous advantage in pretty much everything.
October 9, 2018
Lots of practical tips for how to foster good relationships and how to present your ideas in a way that will appeal to people. I wish I’d had this back in college.
April 22, 2024
Listened to this. Slightly fascinating because she was a Hollywood studio exec but all of us should be better at “selling” our ideas. Great details about reading the room, whether to go to networking events, how to utlize your network, how to follow up. And not to be the smartest in the room and how to respond to MANY situations during interactions. We can all learn from this.
October 31, 2010
This book is well-known among screenwriters (and if it isn't, it should be), but it's also great for other business situations. In fact, the principles would probably work better in business situations outside of Hollywood because typically, no matter how competitive an industry might be, it's probably not as competitive as Hollywood.
It's a great book if you own your own business and are looking for clients, if you're looking for a job, AND if you're trying to sell your screenplay. Breaks down the infamous sell meeting (or job interview) into five parts, which I know exist from all the job interviews I've been on. Now I have a better idea of what to do and what to pay attention to.
But the best part was that it confirmed my suspicion that a lot of networking rules are bullshit. Yes, you really are supposed to build rapport with people you truly respect and not with everyone you meet. Just because you meet a celebrity or a well-known producer in an elevator doesn't mean it's an opportunity to pitch your script or your novel or whatever. That's rude and you're more likely to be remembered in a way that you don't want to be.
In a natural writing style, Palmer advises you on how you can sell yourself or your work without making the hard sell. A 'no' isn't the end of the world—it's actually an opportunity to find out what's not working and fine tune your techniques. Hard questions from a potential buyer are actually a good sign.
This is a great book for business people and artists alike.
It's a great book if you own your own business and are looking for clients, if you're looking for a job, AND if you're trying to sell your screenplay. Breaks down the infamous sell meeting (or job interview) into five parts, which I know exist from all the job interviews I've been on. Now I have a better idea of what to do and what to pay attention to.
But the best part was that it confirmed my suspicion that a lot of networking rules are bullshit. Yes, you really are supposed to build rapport with people you truly respect and not with everyone you meet. Just because you meet a celebrity or a well-known producer in an elevator doesn't mean it's an opportunity to pitch your script or your novel or whatever. That's rude and you're more likely to be remembered in a way that you don't want to be.
In a natural writing style, Palmer advises you on how you can sell yourself or your work without making the hard sell. A 'no' isn't the end of the world—it's actually an opportunity to find out what's not working and fine tune your techniques. Hard questions from a potential buyer are actually a good sign.
This is a great book for business people and artists alike.
November 15, 2009
As I'm preparing for my pitch next summer at a writers' conference, I'm trying to get my hands on books that will help me in my pursuit of publication. This was one such book.
Stephanie Palmer has written a guide perfect for nearly everyone who's ever wanted to sell anything. I'll admit I'm not much of a salesperson. I'm introverted, shy with new people, and I often come across as lacking confidence. In other words, I'm a perfect candidate for her target market.
I learned several lessons from Good in a Room, but two of the best ones are learning to say no for myself when I'm preparing to present a project and building a rapport with the "buyer" before pitching the idea. If the "seller" doesn't have a rapport with the buyer, the seller won't get very far. After all, if you can't build a trusting relationship with the buyer, why should the buyer want to take a risk on your project?
This is a book worth reading again and again if you're looking for a step-by-step guide to pitching an idea...even if you're pitching nothing more than a new idea at work.
Stephanie Palmer has written a guide perfect for nearly everyone who's ever wanted to sell anything. I'll admit I'm not much of a salesperson. I'm introverted, shy with new people, and I often come across as lacking confidence. In other words, I'm a perfect candidate for her target market.
I learned several lessons from Good in a Room, but two of the best ones are learning to say no for myself when I'm preparing to present a project and building a rapport with the "buyer" before pitching the idea. If the "seller" doesn't have a rapport with the buyer, the seller won't get very far. After all, if you can't build a trusting relationship with the buyer, why should the buyer want to take a risk on your project?
This is a book worth reading again and again if you're looking for a step-by-step guide to pitching an idea...even if you're pitching nothing more than a new idea at work.
January 11, 2022
Very accessible, straightforward, and lots of good examples for creative to learn how to present and pitch better.
This is a great book if you're looking for ideas and instruction on presenting, pitching, and other creative, professional business advice. It's straightforward, easy to read, and has lots of examples. Not all of the advice is mind-blowing, so I'd say it's more for beginners, but I think it's a good read and I often recommend it to my students. If you're experienced and are looking to take your pitching skills to the next level, it might not be super helpful to you (but I think it'd still be a bit helpful.) Also, All the sections and chapters are clearly organized, so you can easily find the parts that you're looking for and only read them.
This is a great book if you're looking for ideas and instruction on presenting, pitching, and other creative, professional business advice. It's straightforward, easy to read, and has lots of examples. Not all of the advice is mind-blowing, so I'd say it's more for beginners, but I think it's a good read and I often recommend it to my students. If you're experienced and are looking to take your pitching skills to the next level, it might not be super helpful to you (but I think it'd still be a bit helpful.) Also, All the sections and chapters are clearly organized, so you can easily find the parts that you're looking for and only read them.
February 8, 2018
Be likable: rescue a dog, save a kid... Empathic and curious about client: common ground.
“You probably already know this but...” - so you do not seem rude.
“Hi, I’m Stephanie Palmer, like Arnold Palmer but no correlation.” Become more recognizable.
“When you finish ________, what happens next?”
“If you had the ability to _______, how would your business grow?” - causes buyer to imagine a positive experience
“Ok Annie. I understand the last time your computer crashed, you couldn’t get the notes for your meeting. It’s the worst, I know. That kind of crash makes you sweat, makes your heart race. It’s no fun. When you call me the first thing I’ll do is help get your files off your computer and on to another one so you can finish your work. Then when you finish your meeting, your computer will be back online and ready to go. Ultimately my goal is to make sure you won’t have these issues at all.”
Start drawing out what you mean. - act of creating ties in the buyer.
Direct close: “Does this arrangement work for you?” “Would you like to move forward?”
“You probably already know this but...” - so you do not seem rude.
“Hi, I’m Stephanie Palmer, like Arnold Palmer but no correlation.” Become more recognizable.
“When you finish ________, what happens next?”
“If you had the ability to _______, how would your business grow?” - causes buyer to imagine a positive experience
“Ok Annie. I understand the last time your computer crashed, you couldn’t get the notes for your meeting. It’s the worst, I know. That kind of crash makes you sweat, makes your heart race. It’s no fun. When you call me the first thing I’ll do is help get your files off your computer and on to another one so you can finish your work. Then when you finish your meeting, your computer will be back online and ready to go. Ultimately my goal is to make sure you won’t have these issues at all.”
Start drawing out what you mean. - act of creating ties in the buyer.
Direct close: “Does this arrangement work for you?” “Would you like to move forward?”
September 14, 2017
"Good in a Room" is a very quick read with simple, yet effective ideas. While it’s written for business people, this book is excellent for anyone who needs to present a new idea to someone else. Most people will have an idea they want to “pitch” at some point, whether it’s a service you’re selling, a game system you want your parents to pay for, a screenplay you want a producer to buy, a new system you want your boss to approve, a new class you’d like your church or school to have, etc. Even if you are experienced at pitching ideas, you should always keep looking for ways to improve, and this book is a good place to start.
January 15, 2019
I listened to the audio book and it was much better than the last book I read called "Own the Room". The author is from Hollywood and most of her examples are from people who live and work in Hollywood and may not resonate with a broad audience. There were examples of others though the Hollywood theme was evident throughout.
The latter chapters were somewhat remedial, Business 101, or Sales Professionalism 101.
I have a hard time recommending this book.
The latter chapters were somewhat remedial, Business 101, or Sales Professionalism 101.
I have a hard time recommending this book.
October 14, 2019
There was a lot to digest but here’s my biggest takeaways: Be clear about your positioning. No is a complete sentence - don’t uptilt your voice when saying no.
Getting unstuck: like going up a mountain, find a different way. Move laterally around mountain until you find a new path or lightning bolt of inspiration. Take mind off of where you are stuck. Be open to learning and appreciate where you are stuck as an opportunity. It’s okay to be stuck or take a big break.
Getting unstuck: like going up a mountain, find a different way. Move laterally around mountain until you find a new path or lightning bolt of inspiration. Take mind off of where you are stuck. Be open to learning and appreciate where you are stuck as an opportunity. It’s okay to be stuck or take a big break.
January 11, 2020
The first half of the book was really helpful and informative. As other reviewers have said, it's a bit basic, but sometimes going back to the basics makes you re-examine your foundations. I found this book worthwhile for that reason, and I learned a few new practices. The second half of the book drags. It's filled with different examples of how the principles can be applied, and after a while, I found myself thinking, "ok, already. I get it!" Worth it, overall!
April 8, 2021
I like this advice. It is based on polite etiquette and respect for people. Not manipulation and selling lies. She gives concrete examples with Emily Post-esq samples and dr Phil analysis. It has a Hollywood slant, but the universal application is there. Rapport is central to any successful relationship. That may be a sale, a friendship, a marriage... or just making someone’s day better with a smile.
June 9, 2017
Great to get perspective from a former gate keeper via the world of studio movies.
There are also some great take aways for non industry people as well.
The greatest take away for me was to always stay courteous and professional as you build your relationships in your career.
Seems like common sense but if that were the case, she would not have written the book and we wouldn't be reading it.
There are also some great take aways for non industry people as well.
The greatest take away for me was to always stay courteous and professional as you build your relationships in your career.
Seems like common sense but if that were the case, she would not have written the book and we wouldn't be reading it.
October 20, 2019
Stéphanie Palmer uses her cinema career to provide readers with insights about how to sell one's ideas... It's all about trailers, teasers, pitch, marketing, finding common grounds with potential buyers but applies to various fields... A clear, practical and straight to the point business book! Use cases facilitate the understanding of key concepts!
November 26, 2017
Outstanding
Stephanie Palmer's insight into a buyers behavior, ways to take the temperature of the room, and how to conduct yourself in the room are both specific and easy to understand. These principles can be used in formal business meeting or even at family dinner
Stephanie Palmer's insight into a buyers behavior, ways to take the temperature of the room, and how to conduct yourself in the room are both specific and easy to understand. These principles can be used in formal business meeting or even at family dinner
September 17, 2018
More for salespeople than for people looking to increase acceptance of their ideas.
The book is also circuitous. On the other hand, there was an idea or two here that was both novel and useful to me despite reading a few similar books
The book is also circuitous. On the other hand, there was an idea or two here that was both novel and useful to me despite reading a few similar books
May 18, 2022
This book is very informative and can help almost anyone who is trying to sell their ideas, whether it is screenwriting or any other area. I would recommend this book especially to any author or screenwriter.
August 27, 2024
Trying to build up my pitching skills for -film- and whatever. I enjoyed it! Some of the advice felt obvious, but took away enough that was beneficial. Can’t say I’d recommend to anyone, but wasn’t a bad read by any means!
February 8, 2017
Straightforward and very helpful look at how to prepare in a way that puts you in a position to succeed. Wish I had come across this book 9 years ago when it was written.
December 11, 2017
Read through this in one-sitting. It's the kind of book you want to use over and over like a workbook because of its clear step-by-step direction
December 23, 2017
An absolute must for the aspiring author. At some point you will need to communicate with industry professionals. When that day comes you will need to be "Good in a Room."
May 31, 2018
Very helpful, shared some insights, made me assess every area of my approach and material. Recommend reading with paper nearby, you will want to take notes!
July 13, 2018
A lot of useful material. I wish it had been fully geared toward Hollywood meetings, as the other types didn’t interest me. Overall, a solid read.
July 29, 2018
short-term strategies for long-term goals
October 17, 2018
На русском: Пришел, увидел, убедил. Как сделать предложение, от которого не смогут отказаться.
September 18, 2019
Excellent advice
Well worth the read, tons of useful insights and easy to digest. This is the kind of book I will reference for years.
Well worth the read, tons of useful insights and easy to digest. This is the kind of book I will reference for years.
May 4, 2020
A great sales book about pitching for a proposal. I took 2 pages of notes that I can apply to myself for job interviews.
Displaying 1 - 30 of 78 reviews