"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 overemphasise on questions and minimise 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.
Twitter: sixQSoftware
--
Contact me via https://calendly.com/marcuscauchi/let-s-explore-coaching-training to book some time to explore coaching or training for you and your sales, management and leadership teams
To Hire Winners in sales, channels, CS, RevOps, management or leadership click here: https://www.laughs-last.com/hiring-winners/
To design the career you want, to give you the life you want and learn how to write your own paycheque click here: https://www.laughs-last.com/successful-selling/
How Do You Drive Change By Managing Uncertainty And Giving Trust?
Tony Hughes: How To Multiply Your Revenues With Tech Powered Sales
How Are You Exploiting Adaptation And Innovation To Solve Your Toughest Problems?
Why Understanding Risk Helps You Sell More, More Often
Panel Discussion: Why Sales Training Doesn't Work & How To Fix It
What Lessons From The Emergency Room Apply In Sales?
The Art, Science And Psychology of Negotiation
Why Your Customer Journey Is Vital To Define A Great Strategy?
Why Is Most Digital Marketing Total Horse Shit?
Marketing, What Is Open Banking And Why Should You Care?
Are You Making Every Sales Call A Teachable Moment?
The Art of Selling to Procurement
The Greatest Among Us Serve The Most
Complex Strategic Alliances Selling Enterprise
What Qualities Does A Good VP of Sales Need?
Are You Tapping Into The Full Potential Of Audio In Your Marketing?
How Understanding Your Mental Toughness Will Boost Your Sales Performance
Growing Global Sales With The Most Travelled Salesman In The World
Why You Should Partner With Patient Capital
Practical Tips On Personal Branding Through Your On-Screen Presence
Create your
podcast in
minutes
It is Free
The emPOWERed Half Hour
Bank of America Treasury Insights
How I Crushed It
Pharmacy Podcast Network
The Ramsey Show
Planet Money