The People Quotient (PQ): The 4 Communication Protocols of Sales

Your product isn't the problem. Your transmission is.

Most sales teams operate on a single frequency. They pitch the way they like to buy.

  • The "High D" rep pitches speed and ROI.

  • The "High C" rep pitches specs and data.

Here is the data-backed reality: 75% of the time, your reps are selling to a prospect who is wired completely differently than they are. This is the "Tower of Babel" effect. When the wiring doesn't match, trust breaks.

At P3 Firm, we define the People Quotient (PQ) not as "soft skills," but as Adaptive Intelligence. It is the engineering capability to diagnose the wiring of the person across the table and switch your communication protocol to match theirs.

The 4 Communication Protocols (The Science)

In The Human Connection, Ben Chaib breaks down human communication into four distinct "Voices." Digital Labor uses these protocols to rewrite your sales scripts in real-time.

1. The Driver Protocol (High D) | "The Bottom Line"

  • Who they are: CEOs, Founders, "Get it done" leaders.

  • How to Sell Them: Be brief. Be bright. Be gone. Start with the result, not the backstory.

  • P3Ai Insight: Do not send them long emails. They won't read past the first line.

2. The Influencer Protocol (High I) | "The Visionary"

  • Who they are: VP of Sales, Marketing Directors.

  • How to Sell Them: Sell the story. Use testimonials. Focus on how this makes them look good to their board.

  • P3Ai Insight: They buy on emotion and justify with logic. Feed the emotion first.

3. The Stabilizer Protocol (High S) | "The Anchor"

  • Who they are: Operations Managers, HR Directors.

  • How to Sell Them: Slow down. Guarantee the implementation. Remove the risk. Use words like "partnership."

  • P3Ai Insight: If you push for the close too early, they will ghost you.

4. The Calculator Protocol (High C) | "The Architect"

  • Who they are: CFOs, Engineers, CTOs.

  • How to Sell Them: Show your math. Provide the case study. Avoid hyperbole ("We are the best!").

  • P3Ai Insight: They are looking for reasons not to buy. Eliminate every objection with data.

How We Apply PQ to Your Org (The "Digital Labor" Engine)

We don't just teach this; we install it.

For Sales Reps: The "Chameleon" Effect

  • The Problem: Your "High I" rep (The Talker) is pitching a "High C" CFO (The Skeptic).

  • The Fix: P3Ai generates a Pre-Meeting Prep that warns the rep: "Stop telling stories. Present this specific ROI table. Do not ask about their weekend."

For Sales Managers: Coaching by Wiring

  • The Problem: A "High D" Manager tries to motivate a "High S" Rep by yelling about quotas. The Rep shuts down.

  • The Fix: We give the Manager a script: "Let's walk through the plan together so you feel supported." This unlocks performance without the drama.

For Executives: Strategic Alignment

  • The Problem: Your marketing is 100% "Vision" (High I), but your buyers are risk-averse Operations Directors (High S).

  • The Fix: We audit your external messaging to ensure it matches the wiring of your Ideal Customer Profile (ICP).

Stop Broadcasting. Start Connecting.

You don't need "better closers." You need better translators.

If your team is stuck on one frequency, you are missing 75% of the market. We measure the PQ of your entire revenue organization to see if they have the adaptability to scale.

Get Your Executive Sales Audit (3-MInutes)

"The only way to do great work is to love what you do. If you haven't found it yet, keep looking. Don't settle." - Steve Jobs

Ben Chaib