From the course: Mastering Authentic Influence for Highly Successful Sales
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The three Qs of insightful listening
From the course: Mastering Authentic Influence for Highly Successful Sales
The three Qs of insightful listening
- Insightful listening versus filtered listening engages three types of intelligence that every human comes equipped with at birth. Your IQ, you know intelligent quotient, your EQ, emotional intelligence, and BQ, otherwise known as body wisdom. IQ is your head brain. It wants to analyze and get in the facts and that's important. And it's important for you. It's important for the client. Just be careful not to get stuck here. Getting the details of how much and how many and when and who and where, it doesn't really reveal the client's story, and the rich needs that drive the buying decisions. EQ, or emotional intelligence is your heart brain. It hears with an empathetic lens and offers a kind ear for problems. Then there's BQ, or your body brain, is a third kind of intelligence, a kind of body sensory insight. BQ intuits, and what I say resonates with a client and what the client is saying. And often what the…
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Contents
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Insightful listening2m 47s
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Listening filters to avoid3m 37s
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But I thought I was listening49s
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The split page listening method1m 12s
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The magic of “exactly!”4m 2s
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The three Qs of insightful listening1m 15s
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The magic of the playback1m 13s
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Playback through the three Qs4m 26s
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Helpful phrases to demonstrate insightful listening43s
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