Sales leaders are equipped with scripts, guides, playbooks and are trained to ask penetrating discovery questions. How often are these same professionals taught and coached on how to provide appropriate answers; answers that build rapport, trust, and ultimately generate a higher percentage of wins?
Dr. Brian Glibkowski joins the program to share from his research and training on how leaders can influence decisions by learning a framework of answer types. Brian is a University Professor, TED Talk speaker, the CEO of Semplar Science, and the author of the book: Answer Intelligence: Raise your AQ.
He believes that “Questions are for curiosity and answers are for influence", which is why he developed the Answer Intelligence (Answer AQ) model. This framework is designed to complement a similar framework of questions into answer types. These 6 answer types include: Story, Metaphor, Theory, Concept, Procedure and Action. He also speaks to the 5 high AQ practices that every professional should know, and they include: Provide 6 answers, Answer twice, Provide compliments, Answer with style and Answer in context.
In today’s episode, we have the recipient of the Emerald Citation of Excellence Award, pioneer of a new science Answer Intelligence (AQ), and author, Dr. Brian Glibkowski. His research on the six WH-questions (what, why, how, when, where, who) as a common framework for communication and decision-making was recognized by the Association of Human Resource Development as one of ten articles that will shape the 21st century. Dr. Glibkowski is a Professor and CEO of Semplar Science, the company established to commercialize his research.
Join Dr. Brian and David in this episode today as they dive deep all about AQ framework and how it works. They will also discuss how adapting this framework can help business leaders improve communication and management through their organization.
Note: this list was created on 9/19/21 and is updated with new articles as they are released.
Featured AQ Articles
We created a list of all AQ podcasts, webinars, and other recorded events that feature Dr. Glibkowski talking about Answer Intelligence (AQ)™.
This is a sample of AQ podcasts.
Previously Live Events
The Power of Answers: How to Raise your Answer Intelligence (AQ)
Dion Leadership Webinar
LinkedIn Live with Mohamed Sharaf Eldin
Answer Intelligence for Leaders - with Dr. Brian Glibkowski
LinkedIn Live with Chris White
Answer Intelligence for Sales - with Dr. Brian Glibkowski
AQ was introduced to the world at TEDxGeorgiaTech.
"Answer Intelligence: Raise Your AQ" Book Launch
Access Octomono Masonry Settings
Dr. Brian Glibkowski is the author of Answer Intelligence: Raise your AQ.