Q4 refers to a type of collaborative behavior that will produce positive, productive results between salespeople, and their customers and with their sales managers and their. It is derived from a powerful tool that can be used as an advantage by every salesperson in your organization, the Dimensional Model of Behaviorâ shown below. It is a method of identifying and categorizing customers' behaviors so salespeople can respond in the most appropriate way to meet customers' needs.

It is also used to show salespeople how to adapt their own behavior to sell more effectively to the wide variety of people they encounter. Selling in this customer-focused way can be the key differentiator for closing a sale.

Suffice it to say that we believe that Q4 behavior, as described in the upper right quadrant of the Model, is the most effective for building the most productive sales relationships. It has been used successfully by tens of thousands of salespeople for almost fifty years. It's selling to the power of Q4.

DIMENSIONAL MODEL OF BEHAVIOR®