We have discovered that Execution Quotient (XQ) is the missing ingredient in powerful customer conversations. XQ has a rational and emotional dimension. The rational dimension of XQ is maximized when a drawing supports the conversation. In fact, when the drawing is used to stretch collective thinking, it becomes a powerful weapon to engage with customers. We call these drawings Visual Thinking Frameworks.
The design of these frameworks are crucial in that it needs to be easy to comprehend, but at the same time lead the client from the known to the unknown. After some proactive insights are generated, the seller needs to lead the customer to their own differentiated solution, which is when the power of Story kicks in. In fact, the usage of stories within the context of Business is called Business Storytelling and is a powerful tool to drive greater emotional connection with clients.