Answer Intelligence (AQ)
  • Home
  • Introducing AQ
  • Solutions
  • Software
  • DISC AQ
  • Resources
    • Blog
    • LinkedIn Posts
    • LinkedIn Live Events
    • Podcasts
  • About Us
  • Login / Register

HIGH AQ

The elevated answers blog.
Picture

What if it’s More About Answers that Motivate Curiosity and Inspire?

10/11/2022

0 Comments

 
Picture
"Lead with answers that create questions in your buyer", says Dr Brian Glibkowski, creator of Answer Intelligence (AQ)™. We are often taught that "our credibility comes from the questions we ask, not the information that we give" and to a point that is true. Ask great, thought provoking, insightful questions and you clearly demonstrate your competence and credibility. But do we really pay anywhere near enough attention on the answers you give?
In the same way that you are unlikely to ever hear an original objection or be asked an original question, ALL of these communication moments can be planned, prepared and rehearsed until they are a natural part of every salesperson's and manager's repertoire.
individuals overemphasize on questions and minimize importance of answers.
Brian continues, "Sellers have no typology of answers. We have the 6WH typology for questions but we don't pay critical attention and focus on becoming better at providing answers. There is often a mismatch between their questions and our answers resulting in disconnected conversation, a lack of listening and the quality of answers is shallow."
You can't sell shallow and sell deep at the same time. The lack of intentionality is projected out from sellers to buyers, who reflect back the high self-orientation of sellers who too often aren't present because they are listening for a gap to speak or ask their next manipulative, self-serving question. Some really juicy material in this episode.
0 Comments



Leave a Reply.

    Access Octomono Masonry Settings

    Author

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

    Picture

    Archives

    October 2022
    September 2022
    June 2022
    April 2022
    February 2022
    January 2022
    November 2021
    September 2021
    July 2021
    June 2021
    April 2021
    March 2021
    February 2021
    January 2021
    December 2020
    November 2020

    Categories

    All
    Answer Intelligence (AQ)
    AQ In Video
    AQ Podcasts
    AQ Practices
    Concept Answers
    DISC AQ
    Executive Coaching AQ
    Explore AQ Assessment
    Featured AQ Articles
    Featured AQ Podcasts & Webinars
    High AQ Interview Series
    Interview AQ
    My AQ
    Organizational Adoption
    Personality
    Sales AQ
    Training AQ

    RSS Feed

About AQ

Picture
​Answer Intelligence (AQ)™ is the ability to provide elevated answers to explain and predict in a complex world, emotionally connect, and achieve results. Are you conversation ready?

Meet Harper

​Harper's story illustrates the transformative power of AQ in her own career and in the success of her organization.

AQ Upskilling Platform

​AI is machine thinking.  AQ is human thinking (developed based on academic research) in terms of simple questions (why, what, how, when, where, who) and answers (concept, metaphor, theory, story, procedure, action) that elevate human-to-AI and human-to-human communication.
Login / Register
Learn more

Quick Access Links

Contact US
​Buy the Book​​​
Explore AQ (Free Assessment)
AQ TEDx Video
Professional Services Firms + AQ
Brian Glibkowski, PhD - AQ Creator
​Meet Harper - Overview Video

​Transformation - 3 part case
Meet Mark - Software Case
Reasons You Need AQ
Add Me

Featured

© 2024 Semplar Science Corp. All Rights Reserved.

  • Home
  • Introducing AQ
  • Solutions
  • Software
  • DISC AQ
  • Resources
    • Blog
    • LinkedIn Posts
    • LinkedIn Live Events
    • Podcasts
  • About Us
  • Login / Register