Power Questions: Build Relationships, Win New Business, and Influence Others

Power Questions: Build Relationships, Win New Business, and Influence Others

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by Andrew Sobel, Jerold Panas
     
 

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Unlock the power of great questions

What do you think most engages a prospective client, or makes a lasting impression on someone you've just met? The popular belief is that we win business by being clever and quick on our feet, and that our brilliance—saying just the right thing—is what attracts others. But as Power Questions

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Overview

Unlock the power of great questions

What do you think most engages a prospective client, or makes a lasting impression on someone you've just met? The popular belief is that we win business by being clever and quick on our feet, and that our brilliance—saying just the right thing—is what attracts others. But as Power Questions compellingly demonstrates, knowing the right question to ask is actually far more important than having a ready answer.

Power Questions can immediately help you win more business, deepen your relationships, and connect with people more rapidly than you ever thought possible. It shows you how to use thought-provoking questions to engage prospects and uncover their most pressing issues. It gives you the tools to get inside the heart and mind of anyone you meet. In thirty-five inspiring chapters, you'll meet a fascinating group of men and women. Through these riveting, real-life stories, you'll learn exactly how each power question was used and the impact it had. You'll discover how you can transform your daily conversations—and even someone's life—through powerful questions that anyone can master.

You'll learn how Steve Jobs asked a single motivating question that led to breakthrough results in developing the Macintosh personal computer. You'll see how an unasked question cost a major company a huge project bid. Other powerful examples include:

  • The question that stopped an angry executive in his tracks
  • The sales question CEOs expect you to ask, versus the questions they want you to ask
  • The question that can radically refocus any meeting
  • A simple question that helped restore a marriage
  • The penetrating question that can transform the life of a friend or colleague

Put these questions to use and you will connect more deeply with your clients, drive quickly to the heart of problems, and unlock your professional and personal influence in unexpected and delightful ways.

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Editorial Reviews

Publishers Weekly
In both professional and personal dealings, trusted and positive relationships are paramount, and according to consultant Sobel (Clients for Life) and executive Panas (Mega-Gifts), the way to build and deepen those relationships is to ask the right questions. Chapter by chapter, the authors present stories from corporate leaders, a minister, a billionaire, an attorney, a medical center CEO, and others for whom “power questions” became a turning point. Sobel and Panas suggest power questions for moving a sale forward; inspiring employees to better performance; building rapport; changing the direction of a losing trend; and establishing reciprocity. Each chapter ends with a plan of action for putting the questions into practice. There’s a heavily religious overtone to the book, and in fact many questions lead toward the spiritual. While thought provoking, this book is simply a treatise on the importance of relationships, and situations are rephrased as questions. Though the form may look useful, overall, the book doesn’t offer enough substance. (Feb.)
From the Publisher
“A powerful question can turn a tepid conversation into a revealing encounter, as demonstrated by Andrew Sobel and Jerold Panas in their engaging new book, Power Questions...first-rate and very helpful.”—The Globe and Mail

“Power Questions...is already my favorite, keep-it-close-at-hand business book. I read the book in a single sitting and within 24 hours landed a speaking engagement by asking a few of the “337 Essential Questions” that Sobel and Panas have carefully matched to 35 common business-related situations.”—Forbes.com

“Forget trying to be brilliant or clever on your feet to sell a prospect. Power questions will refocus meetings, stop people in their tracks and help you win new business.”—American Express.com, “Top 10 Business Books for the Summer”

“An inspirational read...strongly recommended”—Midwest Library Journal

The greatest gift you can give someone is to ask what he or she thinks, and truly listen to the answer. Sobel and Panas turn this powerful idea into practical, compelling advice by asking questions that reveal surprising, often life-changing, answers.—Ralph W. Shrader, Chairman and CEO, Booz Allen Hamilton

This book is amazing. It packs a wallop. It gets you inside the mind and heart of a person.  I strongly recommend it.—John Schlifske, Chairman and CEO, Northwestern Mutual

Power Questions is easy to pick up, but hard to put down. Andrew and Jerry give a veritable playbook for building stronger relationships. Whether you read it cover-to-cover or just open a page to prepare for a new meeting, it’s a valuable resource no matter where you are in your career.—Frank D'Souza, CEO, Cognizant

Read this remarkable book and keep it handy, because these questions have the power to enrich every segment of your life.—Ken Blanchard, coauthor of The One Minute Manager® and Leading at a Higher Level

Reading Power Questions is like listening in to the most amazing array of private conversations with CEOs, politicians, religious authorities, and entrepreneurs. A joyous read.—David Sable, Global CEO, Young & Rubicam

Andrew Sobel and Jerry Panas have developed the thought-provoking thesis in their book of the importance of asking questions to tailor advice and build relationships. Their work is illustrated with plenty of examples, and their premise becomes more convincing page by page.—Sir Winfried Bischoff, Chairman, Lloyds Banking Group

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Product Details

ISBN-13:
9781118119631
Publisher:
Wiley
Publication date:
02/07/2012
Pages:
224
Sales rank:
88,865
Product dimensions:
5.80(w) x 8.50(h) x 1.00(d)

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What People are saying about this

From the Publisher
“A powerful question can turn a tepid conversation into a revealing encounter, as demonstrated by Andrew Sobel and Jerold Panas in their engaging new book, Power Questions...first-rate and very helpful.”—The Globe and Mail

“Power Questions...is already my favorite, keep-it-close-at-hand business book. I read the book in a single sitting and within 24 hours landed a speaking engagement by asking a few of the “337 Essential Questions” that Sobel and Panas have carefully matched to 35 common business-related situations.”—Forbes.com

“Forget trying to be brilliant or clever on your feet to sell a prospect. Power questions will refocus meetings, stop people in their tracks and help you win new business.”—American Express.com, “Top 10 Business Books for the Summer”

“An inspirational read...strongly recommended”—Midwest Library Journal

The greatest gift you can give someone is to ask what he or she thinks, and truly listen to the answer. Sobel and Panas turn this powerful idea into practical, compelling advice by asking questions that reveal surprising, often life-changing, answers.—Ralph W. Shrader, Chairman and CEO, Booz Allen Hamilton

This book is amazing. It packs a wallop. It gets you inside the mind and heart of a person. I strongly recommend it.—John Schlifske, Chairman and CEO, Northwestern Mutual

Power Questions is easy to pick up, but hard to put down. Andrew and Jerry give a veritable playbook for building stronger relationships. Whether you read it cover-to-cover or just open a page to prepare for a new meeting, it’s a valuable resource no matter where you are in your career.—Frank D'Souza, CEO, Cognizant

Read this remarkable book and keep it handy, because these questions have the power to enrich every segment of your life.—Ken Blanchard, coauthor of The One Minute Manager® and Leading at a Higher Level

Reading Power Questions is like listening in to the most amazing array of private conversations with CEOs, politicians, religious authorities, and entrepreneurs. A joyous read.—David Sable, Global CEO, Young & Rubicam

Andrew Sobel and Jerry Panas have developed the thought-provoking thesis in their book of the importance of asking questions to tailor advice and build relationships. Their work is illustrated with plenty of examples, and their premise becomes more convincing page by page.—Sir Winfried Bischoff, Chairman, Lloyds Banking Group

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Meet the Author

Andrew Sobel is the leading authority on client relationships and the skills and strategies required to earn enduring client loyalty. His other books include the award-winning All for One, Making Rain, and the bestselling Clients for Life. Visit www.andrewsobel.com. Jerold Panas is the world’s leading consultant in philanthropy and the CEO of Panas, Linzy, and Partners, the largest consulting firm in the world for advising non-profit organizations and foundations on fund raising. Visit www.jeroldpanas.com.

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Power Questions: Build Relationships, Win New Business, and Influence Others 4.4 out of 5 based on 0 ratings. 10 reviews.
dowlila More than 1 year ago
... actually, it is really a must-read for anyone that has to deal with other people - whether at work on in life! I bought this book for my leadership team at work to see if we could improve our effectiveness in identifying and resolving our client's concerns with our company, but it quickly morphed into a must-read for the entire team to improve their interaction with their internal partners as well as the clients. The book is well written and in small enough chunks to help even the most reading averse embrace the content. I think it will really help improve my team's collaboration - internal and external - and hopefully model change that could benefit the rest of our organization. Just getting people to move away from all the clichés and catch-phrases that pepper our speech would be an enormous win and make the book more than pay for itself!
Anonymous More than 1 year ago
This is an amazing book written by an amazing man.  It is helping me clarify my vision for my company, but it's also helping me improve my relationships with both employees and clients.  Awesome.
Anonymous More than 1 year ago
It is shocking how much a person can miss in an average conversation let alone a tense business meeting or interview. Learn about tactics used in private conversations by the most knowledgeable and successful CEO’s. The idea that skills such as listening, questioning, and tapping into another’s motivations should come naturally is a misconception. It takes a perceptive and analytical outlook to realize that these skills are not quite as simple as they appear.
Anonymous More than 1 year ago
“Power Questions” really dives into the psychology behind conversation and allows one to zero in on key details. This book is a great resource to draw from in high stress or high-pressure situations. Must read for anyone thinking on the fly!
Josh12 More than 1 year ago
In both the business world and in life there are several skills that are completely essential. Reading Power Questions is the first step in becoming equipped with these stills in order to handle any delicate scenario with composure and intelligence. I've never read a book with such practical application and the results show immediately!
Anonymous More than 1 year ago
I bought the "book", but it was just the sample. And
Bivie More than 1 year ago
A must read for any salesperson. It provides many necessary questions that every salesperson needs to complete the sales process. The reviews at the end of each chapter provides the reader information on how certain question should be used in the sales process.
TooterWK More than 1 year ago
"Power Questions" is a thought provoking, enlightening must-read! I've had the privilege of working with Jerry Panas on several projects over the years, and I know first-hand, he asks great questions! The real stories in each of the 35 chapters will motivate you to focus on how to strengthen existing relationships, and how to be better prepared to begin new relationships from the first "hello." I ordered a copy for everyone on my senior management team!
CurtisBingham More than 1 year ago
What do you say when the executive at the head of the table starts reading email on the Blackberry? How do you engage a customer in a truly meaningful conversation? How do you develop the trust required for a customer to truly open up and share personal concerns that are at the root of the problem you're trying to solve? Sobel and Panas pull out all the stops and give you a plethora of "Power Questions" in this book. These are questions that go way beyond the simple, trite questions that aren't truly meaningful and that everyone hates to be asked, such as "What keeps you up at night?" My copy of the book is heavily highlighted and nearly doubled in size with all the pages I've dog-eared to come back to. The book is a quick, easy, and entertaining read. But this isn't a once-and-done book. It'll never show up in the used book bin. It is destined to become an invaluable resource, set prominently on my desk and referred to over and over again. If you want to truly connect with executives, peers, reports, and especially customers on an emotional level that engenders trust, wins business, and influences others, you owe it to those around you to read this book!
Anonymous More than 1 year ago
Sobel does a fantastic job of distilling down to the key questions to ask in most situations. Very applicable and helpful.