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.
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Dr. Brian Glibkowski is the author of Answer Intelligence: Raise your AQ.