“A rep with strong and high BQ is able to take the information that enters their mind throughout the day and separate the facts from the stories that they tell themselves.” – Mary Grothe in today’s Tip 674
How about you? How do you show up and perform your best?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Mary Grothe. After a very successful sales career, selling millions in revenue, Mary formed Sales BQ, a firm of fractional Revenue Leaders who serve companies by profitably rebuilding their marketing, sales, and customer success departments and helping them holistically scale their revenue. Here she is:
Mary Grothe: What is BQ? BQ is the behavioral quotient of behavioral intelligence. BQ is about the get-up and go. It’s the conscious decision to perform at your highest level every day, all throughout the day. It is the make or break of being a top sales performer. If you look at the other quotients IQ, EQ, and BQ, let me break it down.
IQ is your intelligence quotient. This is your ability to understand your product and service and articulate. It’s knowing the competition. It’s knowing the market in what you sell. It’s understanding industry nuances. It’s being very clued in and wicked smart about everything that you do in your profession, your product, your service, the competition in the marketplace.
Your EQ is how you emotionally show up. Sales is an emotional connection. People buy emotionally. How are you showing up as an emotional creature that staying in control of your emotions, by making sure that you can connect with your buyer at an emotional level, where they walk away feeling like your agenda is to help them and make their life better and solve their problems.
BQ though is required for sales performance because you can have IQ and EQ. You can be very intelligent. You can be so strong and articulate and well-spoken and wicked smart in those sales presentations. And you could have excellent EQ. You could emotionally align with your buyer. You could pivot like the best of them. You can adjust based on those buyer needs. But if you don’t show up every day and actually do the work, you will not succeed in sales.
I know this firsthand, I’m a former number one B2B mid-market salesperson. And there’s a reason why some years of performance were higher than others. I didn’t become less smart. I didn’t become less emotionally aware. I did less work. Why? Because BQ can be hindered.
BQ is broken into four quadrants. How do you think triggers your emotional state? How do you feel? And based on how you feel, your actions stem from that and your actions yield performance. So your mental mindset and how you start your day is everything. If you’re not able to separate the facts of the day, from the stories that you tell yourself, you might send yourself down a bad way in trigger a negative emotional state.
If negative emotions like fear, frustration, worry, stress. If you’re feeling that, what kind of actions come out of that? Not good. And if you don’t have great actions, or if you’re checking out for the day, or you decide to take a break rather than sending one more email, or if your prospect meeting cancels and you don’t have anything to backfill it, then you’re not going to yield the high level of performance. A rep with strong and high BQ is able to take the information that enters their mind throughout the day and separate the facts from the stories that they tell themselves.
And they’re able to turn those stories into positive optimism, excitement, encouragement, passion, and energy that allows them to execute at a level that is above their peers, above their competition. They do everything that it takes ethically to succeed. They make one more phone call. They always have a backup meeting for when a prospect meeting cancels. They go the extra mile. They do another 10 minutes of research than their competition did before that prospect meeting. They show up, they show up different. The buyer knows they make more sales, they win more, they make more money and they end up number one.
Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!