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Praise For Power Questions
"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 helps set your conversations on the right track and enhances your ability to listen. It gets you inside the mind and heart of a person. I strongly recommend it."
—John Schlifske, Chairman and CEO, Northwestern Mutual
"Reading Power Questions is like listening in on the most amazing array of private conversations with CEOs, politicians, religious authorities, and entrepreneurs. A joyous read."
—David Sable, Global CEO, Young & Rubicam
"In Power Questions, Andrew Sobel and Jerry Panas show how to drill deep in any situation by identifying the precise question that is begging to be asked. 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
"At the White House, I learned the art of answering questions, but all the time I thought to myself, the trick is to ask the right question. Andrew and Jerry nail that art. This book is indispensable for tapping the power of successful communication. A must-read!"
—Mike McCurry, former press secretary for President Bill Clinton
"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
"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—some humorous, others dramatically pertinent—and their premise becomes more convincing page by page."
—Sir Winfried Bischoff, Chairman, Lloyds Banking Group
1. Good Questions Trump Easy Answers 3
2. If You Don’tWant to Hit Bottom, Stop Digging the Hole 7
3. The FourWords 13
4. When the Sale Is Stuck 17
5. Mission Isn’t Important. It’s Everything 23
6. Get Out of Your Cave 27
7. Begin at the Beginning 33
8. Start Over 39
9. You Can Overcome Anything If You Understand Why 43
10. In a Hushed Moment 47
11. Is This the Best You Can Do? 53
12. No Gorilla Dust 59
13. Bury the Cliches 63
14. Don’t Let Anyone Steal Your Dreams 69
15. Silence Can Be the Best Answer 73
16. The Greatest Teacher 77
17. Push Open the Flood Gate 83
18. The Essence of Your Job 87
19. ATempest-Tossed Topic 91
20. The Road Taken 97
21. Who Do You Say I Am? 103
22. That Special Moment in Life 109
23. Your Plans or Their Plans? 115
24. Never Look Back Unless You Plan to Live ThatWay 121
25. How to Stop the Snorting 127
26. Dig Deeper. Deeper. Still Deeper 131
27. Always Faithful 135
28. I Used to Be Indecisive—But Now I’m Not Sure 141
29. Blah Blah Blah 145
30. Why Is This Day Different? 149
31. Never Too Late 153
32. Take Stock of Your Life 159
33. The Heart of the Matter 165
34. Capture the Moments 169
35. The Awe andWonder of the Power Question 175
Not Just for Sunday 181
293 More Power Questions 183
About the Authors 203
dowlila
Posted March 12, 2012
... 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!
1 out of 1 people found this review helpful.
Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.Anonymous
Posted March 6, 2013
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
Posted February 28, 2013
“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!
Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.Anonymous
Posted February 28, 2013
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.
Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.Josh12
Posted February 20, 2013
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!
Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.Anonymous
Posted February 4, 2013
I bought the "book", but it was just the sample. And
Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.Bivie
Posted July 23, 2012
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.
Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.TooterWK
Posted February 14, 2012
"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!
Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.CurtisBingham
Posted February 9, 2012
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
Posted February 8, 2012
Sobel does a fantastic job of distilling down to the key questions to ask in most situations. Very applicable and helpful.
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Overview
Praise For Power Questions
"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 helps set your conversations on the right track and enhances your ...