Interview with Fred Copestake - Grow your sales through Partnering Intelligence PQ | AHDT S1#16

Fred Copestake is a consultant, trainer, coach and an expert in helping sales professionals around the world to improve their performance and unleash their full potential.

With his unique style and pragmatic approach, Fred has worked in more than 35 countries delivering projects that range from implementing a European academy for a leading beer brand,  developing sales skills in the Middle East for global healthcare companies, and introducing account development and sales leadership models in Latin America and Europe for IT and engineering multinationals.

Always focusing on the desired outcomes, Fred’s approach sees him work with his clients to discover new and more powerful ways of how they can do business, build mutually beneficial relationships with their customers and increase revenue.

 

PQ – Partnering Intelligence

The concept of Partnering Intelligence can be attributed to work by Steve Dent in the 1990’s and outlined in his book ‘Partnering Intelligence: Creating Value for Your Business by Building Smart Alliances’.

 

Partnering Intelligence is based on six elements that make up a behaviour-based system that results in an environment conducive to building trust and creating mutual beneficial relationships. It is important to be ‘fluent and fluid’ in all six attributes in order to reap the benefits since the six elements build on and reinforce each other. The six elements are

 

Trust: The foundation of all relationships. Without trust, there is no communication. Without trust there is no win-win. Trust is the basis for all healthy and productive relationships.

 

Win-Win Orientation: The ability to resolve interpersonal conflicts and solve problems using win-win strategies.

 

Self-Disclosure and Feedback: A clear and constant exchange of information and feelings.

 

Comfort with Interdependence: The ability to relinquish control and include others in the decision-making process and rely on them for the completion of tasks.

 

Comfort with Change: The ability to do different things and do things differently, in addition to adapting to your partner’s changing needs.

 

Future Orientation: Working together toward a common vision and set of goals based on a plan that is mutually developed and agreed upon.