"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/
Becc Holland: Why Is Every KPI In Sales And Marketing WRONG!?
Why Are Marketing Funnels Inauthentic And Hurting Your Relationships?
Do Less But Better On Purpose To Win More, With Less Effort
How Do You Build High Trust And Influence With Your Customers?
Why Is Trust The Basis For Long Customer Lifetimes?
What Buyers Really Want From Sales Training - Roundtable 29 July 2021
Talk To Your Best Customers! They'll Teach You How To Attract More Customers Just Like Them
How Do Great Leaders Become Really Great Leaders?
What Are The Six Habits To Success That Won't Burn You Out Or Kill You?
How To Shorten Sales Cycles by 6 weeks to 6 months
Why Excellence Is Not Convenient
What's It Take To Jump From High Performer To Super Performer?
What Do You Really Risk Losing When Knowledge Walks Out Of Your Door?
Who Is The Man Who Puts Smiles On The Faces Of Billionaires?
The Secret To Scaling Is Smart Sprints
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
Create your
podcast in
minutes
It is Free
The emPOWERed Half Hour
NABOR® TALKS
U.S Property Podcast
Aligned Money Show
The Ramsey Show
Planet Money