The foundation of High AQ is the ability to provide six answers (High AQ Practice 1). My AQ is a series of articles that feature business executives that provide six answers to important topics and questions. Jason Langford Brown used AQ to help a 20-year-old big ticket project management company sell to the board of an international resort. Engineers at the client firm were tasked with presenting to the board, something they were not comfortable doing. Jason helped his client develop six answers the engineers used to answer pressing why-, what-, and how-questions. The result... the engineers won the deal and two others from the same client valued at $2.5 million in total fees. They are also now discussing more than 10 additional projects. Each answer by itself relates to a specific question. If you take all the answers together, it is the cumulative and reinforcing aspect of the answers that communicate the value proposition of a selling organization. The AQ framework provided the engineers important preparation for a board level conversation as well as a dynamic tool to help them adjust their answers as the conversation naturally shifted to different types of questions. WHAT is your service?
WHY should we buy from you?
HOW do we work with you?
WHAT is your service?
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WHY should we buy from you?
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HOW do we work with you?
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On the PreSales Podcast, James Kaikis and Dr. Brian Glibkowski connect on the topic "Answer Intelligence". Dr. Glibkowski, Author of Raise your AQ, talks about how questions and answers are both important to PreSales. While we typically focus on questions, or objections, ANSWERS are just as important. To note, James is a co-author of the Sales AQ Chapter in Raise your AQ. |
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AuthorDr. Brian Glibkowski is the author of Answer Intelligence: Raise your AQ. Archives
October 2022
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