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.
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​To note, James is a co-author of the Sales AQ Chapter in Raise your AQ.

Listen as the casters speak with Dr. Brian Glibkowski as he shares about his passion for the role of questions and answer in business and society.

Brian’s “binder on the wall” moment led to research that resulted in his new book Answer Intelligence: Raise Your AQ—which is nominated for a 2022 PROSE award which celebrates landmark works in professional and scholarly publishing.

We discuss the six w/h questions (why, what when, where, who, how) and the appropriate answers for each question.

In this episode, we are talking about:
What is more important - asking the right question or answering appropriately?
Origin of AQ (Answer Intelligence) framework.
The six high AQ practices.
Problems with overdoing only one aspect and how to avoid them?
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More resources to learn about AQ and practice.Dr. Brian Glibkowski is passionate about the role of questions and answers in business and society. Brian is an internationally recognized scholar. He is a recipient of the Emerald Citation of Excellence Award. His academic article was selected as one of the top 50 globally from 15,000 management articles in 300 peer-reviewed publications worldwide. His research on the six WH-questions (what, why when, where, who, how) as the Association of Human Resource Development recognized a common framework for communication and decision-making as one of ten articles that will shape the 21st century. 

In this episode, Emerald Podcast Series with author Dr. Brian Glibkowski talked about his book, Answer Intelligence: Raise your AQ and the AQ framework. 

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.

As sellers we are often provided with discovery guides and taught about the key questions to ask our prospects, but do we have a guide and coaching on how to provide the best answers, especially responses enabling us to build trust, so important with today's skeptical buyer?
In this interview with Dr. Brian Glibkowski, author of the book Answer Intelligence: Raise Your AQ discuss six methods to Answer questions, in order to influence your deals from "Do Nothing" to "Yes".

​Being a Leader in the past was so much easier.
All you had to do was say “do what I say, or you know where the door is?”
You may have worked for a manager who even said those words.

Fortunately, today’s workplace is a little more collaborative and consensual where employees are given an opportunity to ask questions when they are being asked to do something new or change the way they work.
For all the good this approach brings in terms of employees engagement and buy-in to the organization, it puts a lot of extra pressure on the Manager.
In fact, most leadership training focuses on the importance of a manager asking great questions and using models such as GROW coaching.
However, there is a little training to help Leaders know how to answer in a way that increases buy-in to what is being asked and results in behavioural change.
 
In this podcast, you will hear about

• What is Answer Intelligence?
• What are the 6 ways you can answer any question?
• How to apply the framework to back to office conversations
• Why building a portfolio of answers will reduce the pressure you feel when in challenging conversations.

 

In this episode on SALESwithASLAN, we welcome author and professor Dr. Brian Glibkowski, an expert on question intelligence. His new book called “Answer Intelligence: Raise your AQ”, addresses the academic and psychological side of questions and answers that is sure to bring insight to all those who sell for a living. You will learn from years of research.