From the course: Mastering Authentic Influence for Highly Successful Sales

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Playback through the three Qs

Playback through the three Qs

- Listening insightfully engages all three types of your innate intelligence, IQ, EQ and BQ by playing back what you heard through each of those lenses. IQ plays back the facts for verification, EQ reflects the things that are said and not said about problems, feelings, motivations, again, seeking the client's verification. And BQ reflects things not necessarily said, but which might be true, and relevant, nonetheless. This adds value to the conversation by reframing problems with positive hopeful momentum and insights. BQ adds value by influencing the client's perceptions of their own problems in ways they might not be able to see for themselves. Here's what the different types of playback look like through the lenses of IQ, EQ, and BQ. Using your IQ to play back and verify what you heard will sound like a verbatim restatement of facts and points that the client said. Again, this allows the client to know that they've…

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