Partnering Skills - The Key to Buyer Centred Selling
How you can develop 'PQ' as part of a modern approach to winning business
Free 45 minute session by Fred Copestake Author of Selling Through Partnering Skills
In association with Sales: A Force For Good
Book NowNext dates for LIVE sessions presented online
- 17th June
- 13th July
- 18th August
- 16th September
- 21st October
- 18th November
- 16th December
The world of sales has changed
Many organisations face common modern sales challenges
‘Busy Busy Busy’
– results in wasted opportunities, is tiring and stressful and focuses on the wrong activities to deliver results
‘Olde Worlde’
– is when salespeople are too self-centred, too technical or use bad techniques
‘Muddled Mindset’
– can happen at organisation, management and individual level; confusion leads to frustration and wasted effort
Do these affect you?
Without addressing these you will get left behind by those that do understand and take action
Book NowYou can change
Counter ‘Busy Busy Busy’ by become more effective.
- Prepare to make the most of opportunities
- Plan to balance work to reduce stress
- Process to focus on the right activity
Counter ‘Olde Worlde’ by getting up to date.
- Flip attention to the world of the customer
- Follow an approach that identifies issues
- Focus on things that actually work
Counter ‘Muddled Mindset’ by creating better alignment through
- Clarity within the organisation
- Coaching by management
- Confirmation individuals approach adds value
The answer lies in
Partnering Skills (PQ)
What are Partnering Skills?
Partnering Intelligence (PQ) is a measure of how well individuals build relationships and cultivate trust while accomplishing predetermined tasks in an alliance
It is based on six elements that make up a behaviour-based system that results in an environment conducive to building trust and creating mutual beneficial relationships. It is important to be ‘fluent and fluid’ in all six attributes in order to reap the benefits since the six elements build on and reinforce each other. The six elements are
Trust: The foundation of all relationships. Without trust, there is no communication. Without trust there is no win-win.
Win-Win Orientation: The ability to resolve interpersonal conflicts and solve problems using win-win strategies.
Self-Disclosure and Feedback: A clear and constant exchange of information and feelings.
Comfort with Interdependence: The ability to relinquish control and include others in the decision-making process and rely on them for the completion of tasks.
Comfort with Change: The ability to do different things and do things differently, in addition to adapting to your partner’s changing needs.
Future Orientation: Working together toward a common vision and set of goals based on a plan that is mutually developed and agreed upon.
Measure and use Partnering Skills (PQ) to develop a collaborative mindset
Ability to trust. Do you give people your trust, or do they have to earn it?
Win-win orientation. Do you employ a problem-solving approach that creates wins all concerned?
Comfort with 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?
Comfort with change. Are you comfortable changing not just the status quo, but your own status quo?
Future orientation. Do you look to the future rather than the past in evaluating your business relationships?
Designed by professionals for professionals
Be part of a movement willing to make a difference in sales and be proud to move the profession forward
This session is part of the Sales: A Force For Good mission to make selling better which is why it is FREE to attend
About Sales: A Force For Good
Sales is a fantastic profession. It can give you choices and freedom that few other careers can offer. Our job is to help other people be successful.
We are our customers’ growth partners.
We help them get the needs met and deliver the outcomes they need for their business, their organisation to make progress.
We help the individuals we engage with become the hero of their own story.
However sales seems to have taken a wrong turn. It has become disappointingly transactional, the focus of many is simply on short term attainment of quota, keeping down jobs and trying to avoid burnout.
This growing group is committed to taking back our beloved profession and make it an aspirational career choice. The goal is to develop the tools, practices, and conditions to prove that there is a better more profitable way based on a strong values and rigorous authenticity where we put the customer at the heart of everything.
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 taken the things that really make a difference in modern selling and put them in his book 'Selling Through Partnering Skills’.
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.
What’s included?
By booking on this FREE session presented LIVE you will get
- Introduction to Partnering Skills (PQ)
- FREE PQ self audit tool
- A framework for aligning YOUR sales approach
- FREE access to Collaborative Selling scorecard
- B1G1 donation on your behalf
We support B1G1 giving projects
For everyone who attends the webinar we will make training available for someone in a less privileged position
Imagine if you could change lives every day just by doing what you do…
