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The Growth Quotient
You’ve heard about IQ, but what is your GQ?
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Common Questions and Answers
Call it the Zuckerberg effect if you will, but the real predictor of success these days lies not in one’s IQ score, but rather, the ability to grow, learn, adapt, change, follow through, and make things happen – the Growth Quotient or GQ.
What is GQ?
At first glance, it might seem that GQ is the capability to get things done, and it is, but it’s also more than that.
GQ is the ability to grow and push forward, in spite of everything. It represents the ability to persist in the face of all kinds of challenges, to push forward into uncertainty and embrace the future, to be self-motivated and self-confident, and to be a lifelong learner – someone who embraces new information and criticism and uses it to grow and get better.
When someone doesn’t have GQ, they’re anything but growth-oriented. People with low or no GQ may exhibit bravado, not confidence. They are easily swayed by outside influences and don’t know how to listen to their own internal voice. For people lacking GQ, comfort and familiarity are key and change is their enemy.
There is a phrase, “Better the devil you know, than the devil you don’t know,” and this sentiment perfectly expresses the belief system of a person without GQ.
In leadership. In sales. In life. When you have a high GQ, you accomplish more, you grow more, and you win more. That's why, at NASP, more than anything, we work to boost your GQ. How do we do that? By helping you grow the habits that support your growth through prescriptive coaching and CPSP Certification and by engaging you with information through our library of sales materials, our community, and our site as a whole.
We also help move you to a high GQ by helping you grow towards your ideal seller style. The IC-8® for Sales model shows the seller styles which exhibit a high GQ — the driven seller, the visionary seller, and the value seller. Each of these sellers are internally motivated and growth-oriented, and they enjoy the greatest success as salespeople.
The Driven Seller is Internally Motivated and Self-focused. Driven Sellers are very rational and objective. They focus on achieving results and accomplishing tasks.
Driven Sellers are results-oriented. They are unconcerned with the way things have “always been done” and will pave new roads in order to get the most sales possible. They are high energy people who are not content to sit and wait for leads to come to them; they are constantly making things happen.
The skills and competencies of the Driven Seller lend themselves very well to effective project management.
The Visionary Seller is Internally Motivated and balanced in their Self/Other orientation. They are 100% committed to what they are doing and have complete belief in their product or service.
Visionary Sellers are strongly future-oriented and way ahead of the market curve. They are early adopters and are ideally suited to sell products and services that don’t yet have an established market. They are inspirational and effective influencers and persuaders.
What the customer buys from the Visionary Seller is the “sizzle with the steak.”
The Value Seller is Internally Motivated and Other-focused. Value Sellers are concerned about people, relationships, and the care or nurturing of others.
Value Sellers balance concern for selling and concern for the customer. In selling, they look for “win-win” solutions. Customers have high regard for the Value Seller because the Value Seller builds trust. The customer knows they are getting good value and great support.
For the customer, they’re not buying the product or service; they’re buying the Value Seller!
You can increase your GQ by enrolling in the CPSP course, by taking the seller style assessment and getting free prescriptive coaching, or by just looking around. Here's to your success!
During Certification, you will go through a process of committing to specific sales results, clearly identifying what that looks like for you, learning new skills and strategies, and taking small actions every day, building the habits to consistently achieve your sales goals over the long term.
This system allows you to process, integrate, and apply new skills and strategies in practical ways in your own real-world sales environment, all while building your GQ.
By incorporating the principles, skills, and strategies of top-performing salespeople from around the world, the Certification will train you to build habits that shift your long-term sales behavior and performance and keep doing so, long after the program has finished.
The Certification is a six-week program, designed to take you through the Six Steps to Lasting Change. Each week focuses on one of the steps and each of those steps is reinforced daily by requiring you to take small consistent actions in four key sales areas - Mindset, Performance, Influence, and Strategy - so you build new habits completely aligned with what you want to achieve.
You'll complete daily exercises online, participate in weekly conference calls or webinars, receive email support and team support, all to build new sales behaviors leading to greater results and propelling you to new levels of growth and prosperity, now and into the future.
The Certification is also designed to help you move through the inevitable "discomfort" that comes with stepping outside of your comfort zone when you try something new or stretch yourself to the next level.
This discomfort is an essential part of the growth and performance process and is often where most people stumble and give up, going back to the comfort of how they've always done things before even though they know deep down it won't get them the results they really want.
We want to make sure that doesn't happen by supporting you through your Certification. By getting comfortable with growth and the inevitable temporary discomfort that comes from doing things differently, you will become a person who is unstoppable when it comes to achieving what you want in life. You will become a person with a high GQ and will move onward and upward at an increasingly rapid pace.
In the certification course, the consistent focus of each day is on both foundational and higher-level sales and influence skills, and the program keeps you moving forward even when it gets a little uncomfortable. By simply keeping you engaged in the process for 6 weeks, we know you will have integrated new success habits that create terrific momentum towards your goals.
To become certified, you will chart your progress in a private daily log online. In addition, you will complete a brief examination of your acquired knowledge, understanding, and integration. Because of the nature of the program, we understand that something might come up that prevents you from being able to complete the daily activities. If this occurs, you will be able to take it a second time at no cost. After that, additional entry into the process will require a new enrollment fee.