AQ Came From the Golf CourseAnswer Intelligence (AQ) is based upon peer reviewed academic research of Dr. Glibkowski. In-depth interviews were conducted with 25 of the top golf instructors in the world as rated by Golf Digest and Golf Magazine. There are over 20,000 golf instructors in the USA, therefore this was an expert study of golf instructors in the upper half of the 99th percentile. The research identified how experts communicate answers to influence others. |
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AQ Introduced to the World
In 2018, the academic research was extended and introduced to the world at TEDxGeorgiaTech. This 16 minute video is a great way to learn about AQ for the first time.
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Provide Six Answers(High AQ Practice 1)
Those with High AQ will use six answers (concept, theory, metaphor, story, procedure, action). Simply knowing there are six answers to important why-, what-, and how-questions is an advantage. For each question, there is a primary answer. For example, if a buyer asks, “why should I work with you?” the sales rep could identify the best answer, perhaps a story (to answer the why-question with emotional impact). Each answer type is associated with key attributes. Understanding and crafting answers consistent with the attributes makes answers more effective. High AQ Practice 1 is the foundation for High AQ Practices 2 to 5, as these subsequent practices use different combinations of the six answer types.
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Answer Twice(High AQ Practice 2)
Communicators with High AQ answer twice, to appeal to the left and right side of the brain. The why-question is answered with theory and story. The what-question is answered with concept and metaphor. The how-question is answered with procedure and action.
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Provide Complements(High AQ Practice 3)
Any given answer can be complemented by adjacent answers. For example, if a company implemented a new Customer Relationship Management (CRM) software for their sales organization, an important question might be, “Why should we change?” The organization may choose the focal response as a story to explain why with emotional impact. Provide complements would hold that the story should be complemented by a theory of change (an adjacent answer type) as well as a metaphor of change (an adjacent answer type). By providing complements the focal answer is reinforced. Additionally, when all six answers are provided, this is referred to as the strong from of complementary answers.
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Answer with Style(High AQ Practice 4)
There are 3 answer styles that each appeal to distinct communication goals. The goal of the relational style (metaphor and story answers) is to make a personal and emotional connection. The goal of the practical style (procedure and action answers) is to achieve results. The goal of the analytical style (concept and theory answers) is to explain and predict in a complex world.
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Answer in Context(High AQ Practice 5)
In real estate the adage is location, location, location (where). For AQ, context, context, context (when + where) is a similar refrain. We have long known that context is important. To maximize effectiveness, all six answers should reflect the local context.
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Answer Intelligence: Raise Your AQ
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