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In Method Teaming there are four Intellects. Every person has a natural, dominant, primary Intellect. These four Intellects make up the
“language” of Method Teaming.
Click on each of the Intellects above to take the “penny tour” of Method Teaming. |
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EQ stands for External Qualifier. The EQ thinks on the "where" dimension. The world-class EQ has a built-in radar for finding deals in the market. They are usually excellent at qualifying deals as well. When you first meet the EQ they give you the impression that they know a lot about a lot. By the time you have your fifth or sixth meeting with the EQ you may find that they are still as broad as you thought, but perhaps not as deep as you thought. This has profound implications for what the EQ should or should not do in the middle portion of the sales cycle.
The EQ is usually very bright and very articulate. They can speak in powerful sound bytes, which, along with their top line and bottom line orientation, can fuel their climb to CEO positions.
Don't ask the EQ to work in one place five days a week; the EQ has to be on the move. The EQ would rather be in 20 places in a week (usually selling).
In selling, it is critical to understand how to sell to a EQ. Selling to an EQ is completely different than selling to the other three Intellects.
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