You’re Invited to the New 3‑Week Value Star AQ Course​

Welcome

Most of you arriving here are already familiar with M3 Learning and have completed the core Value Star program. If that’s you, welcome to Value Star 2.0 — an advanced experience that deepens your ability to communicate value with more clarity, precision, and influence.

If you’re new to Value Star, this course is also a great starting point. You’ll learn the essential structure behind how buyers evaluate value and gain a method you can apply immediately in your sales conversations.

​What Is Value Star AQ?​

​Value Star AQ brings together two proven systems:

• Value Star — a framework for communicating value across five dimensions buyers rely on when making decisions.
• Answer Intelligence (AQ) — the science of delivering high‑quality answers using six distinct answer types.

​Individually, each system strengthens how sales professionals communicate. Together, they create a next‑generation approach to influencing buyers with answers that are structured, compelling, and grounded in value.

You're Invited.

Keep Reading to Learn More.

You will Learn About Value Star, AQ, the Course and its Benefits...

About Value Star

Value Star is M3 Learning’s proven framework for helping sales professionals communicate value with clarity and precision. It equips sellers to address the five dimensions buyers weigh in every decision--ROI, Risk, Leverage, Brand, and Time—ensuring that conversations stay focused on what matters most to the customer.

To create value, every sales interaction must articulate these dimensions in a way that is easy to understand, emotionally resonant, and influence‑ready.

​By integrating Value Star with Answer Intelligence (AQ)™, participants learn to deliver answer‑driven value messages that reduce hesitation, build confidence, and move deals forward. Value Star AQ ensures that every buyer question--why, what, and how—is answered with value, helping sales professionals differentiate themselves in competitive environments.

About AQ — The Science Behind High-Quality Answers

Answer Intelligence (AQ) is a research-based framework designed to elevate communication by providing high-quality answers to important questions. At its core, AQ helps individuals and organizations create clarity, establish rationale, and drive actionable momentum in conversations. Rather than relying on generic responses, AQ equips you with structured, intentional answers that resonate and build trust.

The AQ framework organizes answers into six distinct types—Concept, Metaphor, Theory, Story, Procedure, and Action—mapped to three fundamental questions: What, Why, and How. By mastering these answer types and applying High AQ practices, you can transform everyday interactions into meaningful exchanges that inspire confidence and lead to better outcomes. AQ is not just a skill; it’s a science-backed approach to answering with impact.

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The Value Star AQ Course unfolds over 3 Weeks.

Week 1

Learn AQ Fundamentals

Week 1 is a video on demand course.

• In Week 1, you’ll explore the origins of Answer Intelligence (AQ)™, grounded in academic research with expert communicators across diverse fields.
• You’ll learn the 5 High AQ Practices that set exceptional communicators apart and discover how these practices transform everyday conversations.
• This foundation prepares you for Week 2, where you’ll apply these principles to Value Star AQ.

Week 2

Value Star AQ Self Discovery

• In Week 2, you’ll take the principles from Week 1, extend them further, and apply them to your own Value Star AQ, creating answers that reflect your offering communicate Value.
• Using a digital workbook, you’ll craft responses to essential questions like "Why should I buy your solution?", “What is your offering?” and “How do clients work with you?”—building clarity and confidence.
• These responses will be collated to form exemplar responses. 
• By the end of this week, you’ll have developed 6 High AQ answers (concept, metaphor, theory, story, procedure, action) tailored to your specific organization, ready for real-world conversations and professional interactions.
• By mastering general value questions, you will be ready for specific client questions in week 3.

Week 3

Value Star AQ CUSTOM Role Playing

​In Week 3, you’ll practice applying Value Star AQ answers in realistic scenarios and specific buyer question. These video-based role-playing vignettes help you adapt to different scenarios and specific questions, building confidence for real high-stakes conversations.  Compare your answers to exemplar answers.

​We will design 3 customized cases that are designed from scratch to be relevant to your organization. Illustrative ways we will customize your cases:

• Your Industry
• Specific Buyer Personas
• Specific Products
• and more...​

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Customized Bank Case Example
A commercial bank designs a vignette simulating a client meeting where questions span What (services offered), Why (value and rationale), and How (implementation steps). The banker practices using multiple AQ answer types to provide clear, compelling, and actionable responses.

Weekly Live Discussion

Each week you will have a live, discussion-oriented session with Tom Latourette, AQ Certified Partner and M3 Partner, designed to help you apply Value Star AQ, ask questions, and learn from real-world examples shared by participants.

What You’ll Gain Each Week:

• Clarify Key Principles: Get answers to your questions and strengthen your understanding of Value Star AQ.
• Apply to Your Role: Learn how to use Value Star AQ in your unique context.
• Practice High AQ Skills: Participate in guided exercises to improve your ability to answer What, Why, and How questions.
• Collaborate & Network: Share ideas and learn from peers in a dynamic, discussion-based format.​

Join The Value Star AQ Program

What’s included:

• 3‑week structured learning experience
• On‑demand AQ foundation videos
• Value Star AQ Survey with organizational insights
• Custom video cases
• Weekly live calls with Tom
• Access to all materials for 30 days

Program Benefits

• Clarity and precision in every sales answer
• A balanced Value Star response framework
• Stronger logic, emotion, and action in sales conversations
• Tools for influencing complex buyers
• Greater internal alignment around “what great answers look like”
• A repeatable communication model for coaching and onboarding

Organizational Impact

• Higher close rates
• Faster deal cycles
• More confident reps
• Reduced buyer confusion and hesitation
• Stronger differentiation in competitive cycles

Talk With Tom about Value Star AQ

Tom Latourette

​Tom Latourette is a partner at M3 Learning, AQ Certified Partner and seasoned expert sales trainer with more than 20 years of experience helping organizations build stronger pipelines, improve sales performance, and strengthen sales culture.

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Book a Discovery Call with Tom

​A short call to see if Value Star AQ is right for you.