QBQ: Salesteamtools Book Review

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The Big Idea: The key message you will takeaway from the first 25 pages of QBQ is that your success is determined by the questions you pose to yourself in your moments of choice.

QBQ was specifically chosen to lead off the Salesteamtools Book Review program for this one reason: without a mindset of personal accountability, you’re already operating at less than 50% capacity.

What I like about this notion is that it goes further than the guidance most commonly offered: master your thoughts. QBQ gets more practical.

Quick Take on the First 25 Pages

This book is about making personal accountability at the center of who you are, not an mindset you try to exercise from time to time. Instead of asking Why, When, or Who questions in response to setbacks or challenges, you ask What or How questions. You focus on action, not negative feelings or questions about others’ motives.

When you live QBQ, you ask yourself, “What can I do?” over asking, “Why don’t people…” questions.

Finally, a last takeaway from the first pages of the book:

“…stress is a choice because whatever the ‘trigger event,’ we always choose our own response. We choose to act angrily. We choose to stuff our emotions and keep quiet. We choose to worry…Stress is a choice.”

This is an easy-to-read, but important, book for salespeople who want to think and act like professionals. It is impossible to generate professional-grade respect with amateur-hour personal accountability. Victims never produce greatness.

What do you think? Comment here and/or explore the Book Review and QBQ forums!