AQ: Eliminating "I Wish I'd Said THAT Instead"

Are you proficient in “Answer Intelligence” (AQ)? If not, the costs are high.

Questions Are Easy

We have a formula for asking questions.

The prospect asks: “Why should I change vendors and go with you?”

The recruiter asks: “What does leadership mean to you?”

Your new client asks: “How do I become certified in your coaching program?”

We know questions are easy. We learned the basic structure when we were young: why, what, how, who, when, and where. As we advance in our questioning skills, we may be taught the value of using open-ended (broad) and closed-ended (narrow) questions to learn what we need.

If a knowledge gap still exists, we continue with another round of questions. The “Five Ws and one H” question structure is our trusted guide. ?

It’s easy - we ask questions of others, and people ask us questions all day long. There is a constant need for information that moves us forward.

So, what’s the problem?

People are typically better at asking questions than providing impactful answers.

Answers Are Hard

Inaccurate or unclear answers can set us on the wrong path, lead to a bad job interview, lose the sale, or worse.

Consider a new product launch, for example. Who is our target market? What need or pain does our product solve? Why did we design it the way we did? How will we effectively reach and motivate buyers?

We’ve all been to the doctor. The diagnosis might be correct, but misunderstood and confusing answers provided by a medical professional can lead to extended recovery times or even worse outcomes.

Similarly, have you ever felt frustrated when a leader or salesperson responds to a “how do I accomplish” question with a default story instead of a clear procedure?

You’re not alone. Questions that aren’t correctly addressed often lead to failure, disappointment, and no callback.

It’s the same on a personal level.

Are you, or someone you know actively interviewing or considering new opportunities? Researching the company and asking good questions are certainly recommended.

However, providing impactful answers, and responses that influence, are more likely to determine if you are asked back to the next round of interviews, and ultimately, if you can differentiate yourself and receive the employment offer.

I’ve worked with many sales professionals, leaders, and coaches who excel at asking questions. Knowing what the prospect is thinking, what gaps in knowledge need to be filled, and how to best address the right needs can be the difference between success and failure.

But when the prospect, employee, or colleague asks us a question, are we providing the best possible answer?

Probably not, because unlike our ability to structure questions, we haven’t learned to categorize and identify the most effective types of answers based on the questions asked.

Introducing Answer Intelligence (AQ)

I learned of my own deficiency in Answer Intelligence when I took an assessment created by Brian Glibkowski, PhD and Founder of RaiseYourAQ.com.

Did I say “deficiency”? Well, I scored rather poorly, leading me to conclude the assessment was worthless.

Or, on second thought, did the assessment recognize areas of improvement for me?

Let’s just say I am now a firm believer in AQ as a skill for anyone who needs to influence through the answers they provide.

What types of answers are Analytical, Relational, and Practical? Should we focus on left-brain (detail-oriented and analytical) or right-brain (intuitive and creative) answers? What are the most effective answer types and best practices we can quickly learn?

Most of us are unfamiliar with AQ and its underlying research.

So, let’s change that! I’ll write more frequently about AQ in this newsletter, especially how it relates to leadership, sales, customer support, strategy, board meetings, DEI, education, topics you choose, and of course, chutzpah.

Are you a trailblazer? Would you be interested in a LinkedIn Live event on Answer Intelligence (AQ)? I’m considering a date in late June or early July. Please comment if this is intriguing.

#emotionalintelligence #leadership #communication #sales #success #business #interviewing #answerintelligence #AQ Scaling Up: A Gazelles Company Growth Institute Vistage Worldwide, Inc. YPO Entrepreneurs' Organization