There are many sales methodologies that focus upon questions. Answers are underappreciated, often overlooked, and given little critical attention in sales. Addressing an emphasis-gap upon answers in all important conversations, I authored the forthcoming book Answer Intelligence: Raise Your AQ. Sales involves important conversations where Sales Rep answers determine winning or losing the deal. Today, I announce the availability of the Explore Sales AQ FREE assessment for sales professionals to identify their Sales AQ score and how to improve their sales answers.
Every important sales question can be mapped to a why-, what-, or how-question. We take questions for granted. Sales methodologies focus upon questions (we know that). Broadening the lens, as a society there is a taxonomy of questions that we learned as small children... The six-WH questions (what, why, when, where, who, and how) we learned at a young age. These six-questions are so engrained that you don't think about these questions much. Letters in the alphabet are the building blocks for words, sentences, and paragraphs. Without letters in the alphabet, we could not communicate. In similar terms the six-WH questions are building blocks for conversations. However, imagine if you found out that you were missing half the letters in the alphabet; gulp, that would be shocking, if it were true.
My book (Answer Intelligence: Raise Your AQ) is built upon a large gap in our understanding of conversations. Yes, we have a taxonomy of questions. However, there is no taxonomy of answers. Consider this, how many answer-types are there? That is a tough question, one that is difficult to answer. The truth is, until my book, there has been no taxonomy of answers to help you navigate your next important sales conversation. Answer Intelligence (AQ)® identifies a taxonomy of six answers (story, metaphor, theory, concept, procedure, action) to help you elevate your answers and improve your influence upon others.
Consider the following questions and answers. Which answer would you provide for each of these questions?
Take the Explore Sales AQ Assessment to identify your ability to provide important answers to clients. Explore Sales AQ is a FREE self-assessment and introduction to AQ.
Perhaps, before you take the Explore Sales AQ Assessment you want to learn more about AQ. The assessment is based upon the 5 High AQ practices, uncovered from academic research with expert communicators. Additionally, if you go to the Explore AQ webpage you can learn more about Sales AQ, as well as other Explore AQ assessments being offered: Explore Interview AQ, Explore Coaching AQ, and Explore Training AQ (and more will be offered soon).
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Dr. Brian Glibkowski is the author of Answer Intelligence: Raise your AQ.