Selling Through Partnering Skills
- The modern approach to winning business
‘Selling Through Partnering Skills’ looks at the evolving world of sales and sets out what people need to do to refine their approach. It explores how they can take it to the next level through understanding partnering intelligence (PQ) and using the innovative VALUE Framework.
Classic, Consultative, Value Based and Enterprise selling are all considered using existing and more modern thinking, together with advice on practical application of the most relevant techniques.
Put simply, it helps individuals and businesses improve how they sell in the modern sales environment so they will achieve better results.
Why Partnering Skills?
‘Partnering Intelligence’ can be described as a set of skills that help translate bold promises into true value. As such it is something that is extremely useful in today’s world of professional sales.
These competencies are actually measurable. Every executive, manager, and salesperson has a quantifiable ‘PQ’ or Partnering Quotient. Much like an IQ gives an indicator to some elements of intelligence, PQ gauges how smart someone is about partnering.
People with a high PQ are good at building relationship as well as understanding the necessary organizational and cultural changes to make sales work smoothly.
What are the attributes of a high PQ?
The Six Elements of Partnering Intelligence
- Ability to trust. Do you give people your trust, or do they have to earn it? This is probably the most important competency. Without this, most alliances are doomed to sub-perform or fail
- Comfort with change. Are you comfortable changing not just the status quo, but your own status quo?
- Interdependence. Can you allow your partners to accomplish their assigned activities, even if they don’t do it the way you would?
- Self-disclosure and feedback. Can you easily disclose and articulate your needs, as well as express your appreciation or disappointment?
- Win-win focus. Do you employ a problem-solving approach that creates wins for both partners?
- Future orientation. Do you look to the future rather than the past in evaluating your business relationships?
About the author
Over the last 22 years Brindis Founder Fred Copestake has traveled round the world 14 times visiting 36 countries and working with over 10,000 salespeople
He has identified the things that really make a difference in modern selling and put them in his books 'Selling Through Partnering Skills’ and 'Hybrid Selling'
These ideas form the basis of work with sales professionals involved in complex B2B sales to develop their approach and ensure it is up to date and has maximum impact.
He believes that people can get better through learning and sharing, and that with better collaboration we can really make a difference.
