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

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

by Andrew Sobel, Jerold Panas

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Product Details

ISBN-13: 9781118119631
Publisher: Wiley
Publication date: 02/07/2012
Pages: 224
Sales rank: 312,930
Product dimensions: 5.80(w) x 8.50(h) x 1.00(d)

About the Author

Andrew Sobel is the leading authority on client relationships and the skills and strategies required to earn enduring client loyalty. His books include the award-winning All for One (Wiley) and the bestselling Clients for Life. He has been featured in the Harvard Business Review, the New York Times, and USA Today. Andrew helps companies and individuals build their clients for life. Visit www.AndrewSobel.com.

Jerold Panas is the world's leading consultant in philanthropy and the CEO of Jerold Panas, Linzy & Partners, the largest consulting firm in the world for advising nonprofit organizations and foundations on fundraising. Jerry is the author of thirteen bestselling books, including Asking and Mega Gifts. He works directly with CEOs, boards, and development professionals around the world. Visit www.JeroldPanas.com.

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Table of Contents

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

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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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.