Frankie Says Relax
Jan 16, 2026
Freddie Says PQ
Those of a certain age may get the reference
Maybe even had the original 'Frankie Says Relax' T-shirt
My sister bought me this mug when I published my first book Selling Through Partnering Skills
PQ aka partnering intelligence or partnering skills
These are:
🔶 Trust
The foundation of relationships
🔶 Win-win focus
Aiming to achieve mutual benefit
🔶 Interdependence
Your success is my success attitude
🔶 Transparency
Open and honest communication
🔶 Comfort with change
Ability to do things differently and do different things (we sell change)
🔶 Future orientation
Looking forward and making plans/decisions based on desired outcomes
They are at the heart of collaborative selling
They should be baked into the sales process you use today
(Unless you’re just flogging your stuff with your own goals in mind)
Using PQ isn’t about being nice
It’s about being effective
It’s about selling in a way that customers actually respond to
The VALUE Framework leans heavily on PQ because it drives the partnering mindset:
🔸 Validate = right opportunities
No time wasted. No false deals
🔸 Align = right research
You show up prepared and relevant
🔸 Leverage = right conversations
You’re working it out together
🔸 Underpin = right solutions
Outcomes for them, results for you
🔸 Evolve = right outcomes
Think beyond the deal
PQ is the mindset
VALUE is the method
Put them together and you get selling that feels better... and works better
(Use this free scorecard to find out more about your PQ and sales approach)
https://collaborativeselling.scoreapp.com/
Are you ready to increase your sales?
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