Overview

 ‘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?

Using PQ in Selling

These critical attributes form a validated system of behaviours that creates healthy, thriving partnerships.  Partnering attributes can be measured and learned.  Combine these with defined processes for implementing and guiding your sales, and you have a repeatable formula for success.

The VALUE Framework outlined in the book has been designed to create the link between partnering intelligence and the myriad of sales techniques already used by sales people all over the world. It’s application provides the bridge to bringing the mindset and ethos of a PQ based approach to the use of tried and tested methods and models. It is about applying finesse to a sale. It is good to great.

Essentially, businesses don’t partner – people do. 

Companies that build effective partnering competencies in their salesforce will fare much better than their shoot-from-the-hip counterparts in achieving success from their business development activities.  Rather than simply studying the numbers and potential benefits associated with a sale, they focus on the core competencies and processes to consistently build effective partnerships… and their bottom line inevitably reflects this.