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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 ...
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.
“Power Questions...is already my favorite,keep-it-close-at-hand business book. I read the book in a singlesitting and within 24 hours landed a speaking engagement by askinga few of the “337 Essential Questions” that Sobel andPanas have carefully matched to 35 common business-relatedsituations.”—Forbes.com
“Forget trying to be brilliant or clever on your feet tosell a prospect. Power questions will refocus meetings, stop peoplein their tracks and help you win newbusiness.”—American Express.com, “Top 10Business Books for the Summer”
“An inspirational read...stronglyrecommended”—Midwest Library Journal
The greatest gift you can give someone is to ask what he or shethinks, and truly listen to the answer. Sobel and Panas turn thispowerful idea into practical, compelling advice by asking questionsthat 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 themind and heart of a person. I strongly recommendit.—John Schlifske, Chairman and CEO, NorthwesternMutual
Power Questions is easy to pick up, but hard to put down.Andrew and Jerry give a veritable playbook for building strongerrelationships. Whether you read it cover-to-cover or just open apage to prepare for a new meeting, it’s a valuable resourceno matter where you are in your career.—Frank D'Souza,CEO, Cognizant
Read this remarkable book and keep it handy, because thesequestions have the power to enrich every segment of yourlife.—Ken Blanchard, coauthor of The One MinuteManager® and Leading at a HigherLevel
Reading Power Questions is like listening in to the mostamazing array of private conversations with CEOs, politicians,religious authorities, and entrepreneurs. A joyousread.—David Sable, Global CEO, Young & Rubicam
Andrew Sobel and Jerry Panas have developed thethought-provoking thesis in their book of the importance of askingquestions to tailor advice and build relationships. Their work isillustrated with plenty of examples, and their premise becomes moreconvincing page by page.—Sir Winfried Bischoff, Chairman,Lloyds Banking Group
The Power Questions 1
1. Good Questions Trump Easy Answers 3
2. If You Don’tWant to Hit Bottom, Stop Digging the Hole7
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 Sure141
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
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!
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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.
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.
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.
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.
Posted February 4, 2013
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.
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.
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!
Posted February 8, 2012