Recommended audience

Sales leaders and practitioners looking to differentiate themselves in a changing world

Type of audience

UK and International

Description

We have all learned how to ask intelligent questions - from SPIN to Challenger and all the variants. But far less attention has been applied to the way we answer. AQ changes the game. It's a new science of answers that builds on the existing science of questions. When and where should we be telling stories rather than explaining processes? When is deploying a metaphor better than explaining a concept? 

Answer Intelligence is genuinely innovative. It is based on Dr. Brian Glibkowski's robust academic research. Brian will explain how it works and what it can do for you and your people. Richard Higham FF.IS makes a pragmatic and powerful application to the world of sales performance. This has the potential to be your dynamic differentiator. You'll find this session compelling and potentially transformative.

Key takeaways

• Understand your bias when explaining to customers.
• Understand the options available to you.
• Gain the motivation to change your answering game.

CPD Points

CPD Points: One

Presenters

Richard Higham FF.ISP, Sales & Marketing Director, SalesFitness Group

Richard Higham speaks, writes, coaches and consults on sales performance in a changing world. He has won and led sales transformation programmes with household names in over 40 countries. He now leads a fast-growth multi-disciplinary sales business and chairs an international sales training organisation. As a reflective practitioner in sales, he talks the walk and walks the talk.

Dr Brian Glibkowski

Dr Brian Glibkowski's research on a common framework to communicate and make decisions was recognised by the Association of Human Resource Development as one of 10 articles that will shape the 21st century. He has combined a commercial career with academic appointments on both sides of the Atlantic.