You’ve probably heard of the Golden Rule: Do Unto Others As You Would Have Them Do Unto You. But, when it comes to a buyer-centric approach to selling, there is a higher-level, Platinum Rule: Do Unto Others As They Would Have You Do Unto Them. When sellers engage with buyers of different personality types, this distinction looms large. Sellers who fail to adapt to different cognitive preferences of their buyers add friction and frustration to the relationship. They close fewer, smaller deals; and customer retention suffers.
SPARXiQ’s Personality Quotient (PQ) program is a focused approach to communication that teaches professionals how to improve their interactions by leveraging personality-type theory. PQ participants are trained to recognize subtle clues that allow them to quickly identify the most likely personality type or temperament of others. This knowledge can then be used to tailor communication in a way that corresponds to how that person naturally processes information and makes decisions. It’s the closest thing a busy professional can get to X-ray vision or extra-sensory perception (ESP).
Certain PQ programs are based on the Jung-Myers model, most commonly associated with the MBTI® instrument, the most widely used and well-respected model for understanding human behavior. Additional courses are based on the popular DISC framework.
Mastery of the program is cultivated through in-person and virtual training, mobile apps, and daily video content. A key component of PQ is our quick (12 minutes) and accurate, validated online personality type assessment.
The Personality Quotient curriculum is delivered through three virtual, interactive training courses that teach users to recognize and respond to a wide range of personality preferences. Participants optimize customer engagement, shorten sales cycles and improve close rates by learning how to:
- Identify and adapt communications to different buyer personality types.
- Improve communication by recognizing simple clues that allow them to quickly identify the most likely personality type or temperament of whomever they’re interacting.
In the PQ 1.0 program, participants explore high-level personality temperaments and learn practical skills to apply to day-to-day business and personal interactions.
In the PQ 2.0 program, participants learn advanced skills differentiate their approach to communication with each personality type.
In the PQ 3.0 program, participants elevate their understanding of personality by mastering Cognitive Functions, the inner blueprint of how others gather information and make decisions.
At SPARXiQ, we use leading-edge teaching techniques, modern mobile apps and entertaining daily skill-building exercises to help participants master the art and science of personality profiling. Those who achieve PQ proficiency experience dramatic, noticeable improvements in their personal and professional interpersonal communication; they close more deals; and negotiate more favorable terms for themselves and their employers.
Personality Quotient for Modern Sellers
The modern, buyer-centric seller has the insight and skills to meet the buyer where they are, and adapts engagement according to who they are.Start Improving Communication