Are salespeople different from others? In our latest podcast episode, Mary Grothe founder and CO-founder of Sales BQ, tells us about how she believes it’s a matter of passion, conviction and enthusiasm. In this blog post we have summarised the highlights from the episode which the traits of successful salespeople and the new phenomenon "BQ" – what it is, how to start and why it's important.
The story behind the concept "BQ" is as simple as brilliant. BQ means “behavioural quotient” and is a key to our own success. It is all about the execution, to perform at the highest level at every moment of the day to get the high results. You fail when you take your foot of the gas.
By working on your own BQ you can accomplish better sales behaviour. In order to succeed with that, you need to understand the 4 components:
- How you think – the mindset you start with
- How you feel – the emotional state you’re in
- How you act – actions directed by the emotions
- How you perform – reaching your goal
The BQ process is supposed to work as an upward spiral where positive thoughts change the mindset. But you have to have the desire to execute. If you don’t have positive emotions flowing you’re going to get worn out and eventually loose the deal. To avoid this, you can practice focusing on three areas:
- Passion – gives an emotional connection
- Conviction – proves you can solve their problem
- Enthusiasm – makes you take action
Encourage yourself to reflect and ask “Is my heart in it? Will I be successful?”. Then check the emotions and analyze them to generate a better response. Next step is to decide what the outcome is going to be. Believe your own truth and make sure you have the energy and passion to execute.
Finally, measure your actions. Whatever you have planted you will harvest. BQ is all about the seeds.
