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

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Product Description

An arsenal of powerful questions that will transform every conversation

Skillfully redefine problems. Make an immediate connection with anyone. Rapidly determine if a client is ready to buy. Access the deepest dreams of others. Power Questions sets out a series of strategic questions that will help you win new business and dramatically deepen your professional and personal relationships. The book showcases thirty-five riveting, real conversations with CEOs, billionaires, clients, colleagues, and friends. Each story illustrates the extraordinary power and impact of a thought-provoking, incisive power question. To help readers navigate a variety of professional challenges, over 200 additional, thought-provoking questions are also summarized at the end of the book.

In Power Questions you’ll discover:

  • 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 will radically refocus any meeting
  • The penetrating question that can transform a friend or colleague’s life
  • A simple question that helped restore a marriage

When you use power questions, you magnify your professional and personal influence, create intimate connections with others, and drive to the true heart of the issue every time.

Review

“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

From the Inside Flap

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

From the Back Cover

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.

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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4.5 out of 54.5 out of 5
589 global ratings

Top reviews from the United States

MicroCapClub
5.0 out of 5 starsVerified Purchase
... Questions by Andrew Sobel and Jerold Panas is an excellent book that highlights over 300 essential questions that can ...
Reviewed in the United States on March 21, 2017
Power Questions by Andrew Sobel and Jerold Panas is an excellent book that highlights over 300 essential questions that can lead to deeper meaningful answers. In each short chapter, they highlight a question(s) using their real life professional experiences consulting with... See more
Power Questions by Andrew Sobel and Jerold Panas is an excellent book that highlights over 300 essential questions that can lead to deeper meaningful answers. In each short chapter, they highlight a question(s) using their real life professional experiences consulting with hundreds of management teams. They go into detail on 44 of these questions and give a list of 293 more in the back to use in different situations.

Quite often I’ve been on the phone with a CEO or management team and you can sense they want to say more. A simple question the authors talk about which I’d like to use more effectively is “Can you tell me more?” Or when someone is complaining about someone and you need to refocus them on fixing the problem, “What do you wish they would do more of?”

Let me give you an example of a bad question [the authors agree] to ask in a first-time meeting with management:

“What Keeps You Up At Night?”

Early in my investing career I used to ask this question, until one day I asked it to an executive and he replied, “Son, do you expect me to tell you the truth? I don’t even know you”.

He was right. It was a stupid question to ask him, and I immediately took it out of my question set. Don’t expect a personal and real answer from a person you don’t have a personal and real relationship with. “What keeps you up at night?” is an impersonal lazy question to ask someone you barely know.

The first step to asking great questions is listening more and talking less. Power questions can be very potent and influential. Add them to your life.

You will enjoy Power Questions: Build Relationships, Win New Business, and Influence Others
9 people found this helpful
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Shummer
5.0 out of 5 starsVerified Purchase
What made today more special then any other day in your life? Love it.
Reviewed in the United States on March 7, 2017
I''m loving this book. The first half is a fast read and full of great questions I was able to put to use right away. But then I got to the chapter Take Stock of Your Life and it felt like I got like slapped in the face. They way Andrew wrote out and asked the reader... See more
I''m loving this book. The first half is a fast read and full of great questions I was able to put to use right away. But then I got to the chapter Take Stock of Your Life and it felt like I got like slapped in the face. They way Andrew wrote out and asked the reader questions regarding his personal mission statements blew me away. Of course I''ve seen questions similar in the past but somehow in this book they really hit home and there was no way I could continue to read unless I redid my personal mission statement. So I did and now I''m back to the book.

I am also thankful for this question I''ll ask my kids every night from now on that I picked up from the book "What made this day more special then any other day in your life" Wow, what a simple powerful question to ask our kids every night. Thanks for the questions. Thanks for the book.
9 people found this helpful
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Andrew Everett
4.0 out of 5 starsVerified Purchase
The Need to be Heard
Reviewed in the United States on February 7, 2014
“You’ve heard about people who talk too much. You never heard about a person who listens too much.” Power Questions is about the productive use of questions in a variety of contexts. Co-authors Andrew Sobel and Jerold Panas are experts on client loyalty and... See more
“You’ve heard about people who talk too much. You never heard about a person who listens too much.”

Power Questions is about the productive use of questions in a variety of contexts. Co-authors Andrew Sobel and Jerold Panas are experts on client loyalty and fundraising, respectively.

“The need to be heard turns out to be one of the most powerful motivating forces in human nature... There is nothing more potent than these four words: What do you think?”

“If you do all the talking, you learn nothing about the person… You will not build their trust… You will squander an opportunity to build the foundations for a rich, long-term relationship.

Sometimes a question will make the other person stop and think. “Never, ever interrupt a productive silence!”

In sales, intelligent questions are essential. But weak questions can damage credibility. “’What keeps you up at night?’ is a terrible question. First, it’s a shot in the dark… It’s also a question that requires no preparation… Second, if someone doesn’t already know you pretty well, they are probably not going to tell you what is really on their mind… The great salespeople ask indirect questions that show they know their stuff. They say things like... ‘How is your push into Asian markets going to impact your financial controls and risk management requirements?’”

An effective follow-up question could be as simple as, “Really? Can you tell me more?”

“A buyer is created when a clear need is identified, a trusting relationship is established, and the value is demonstrated. The most successful salespeople in the world create these conditions by asking great questions.”

Questions can make meetings more productive. “Start creating a culture of decisiveness.” At the start of each meeting, ask “What is the purpose of this meeting?” or “What decisions do we want to make today?”

Ask questions to resolve complaints or disputes. “When a person is upset… emotions are like facts. People want to be heard and understood. Rational argumentation will not win the day. Worse, it will inflame the tension. When there is a disagreement, your goal is to win the relationship, not the argument! During the first phase of any crisis or problem situation, you must lead with questions. By doing so you will learn essential information and—most importantly—create an ally in solving the problem.”

Leaders can ask empowering questions. “If their employees come up with the answer—if they feel ownership of it—there is a good chance it will bear fruit… Answers make you feel like a leader, but questions create real followers.”

“Good questions challenge your thinking. They reframe and redefine the problem. They throw cold water on our most dearly held assumptions, and force us out of our traditional thinking. They motivate us to learn and discover more.”
9 people found this helpful
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Connecticut Yankee
5.0 out of 5 starsVerified Purchase
Listening is Easy When You Have the Right Questions
Reviewed in the United States on December 5, 2012
Since our grammar school days we''ve been told that it''s more important to listen than to speak. That''s all well and good, but how do you listen if the other person isn''t talking or isn''t saying anything worth listening to? That''s where Power Questions comes in. This is,... See more
Since our grammar school days we''ve been told that it''s more important to listen than to speak. That''s all well and good, but how do you listen if the other person isn''t talking or isn''t saying anything worth listening to? That''s where Power Questions comes in. This is, hands down, the best resource I''ve ever encountered for making conversations productive, interesting, memorable and, ultimately, profitable. Whether that profit is measured in dollars, relationships, personal gain or impact on the world, the interactions provoked by the questions in this book will shower you in riches.

If anything, this book can overwhelm you with good questions, so my approach has been to take just two or three Power Question and practice them for a few weeks until they are solidly in my conversational repertoire, then expand out. The impact of implementing the ideas in this book have been, for me personally, immediate and dramatic. I highly recommend it.
9 people found this helpful
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Consumer
5.0 out of 5 starsVerified Purchase
Read this book before you prospect to me!
Reviewed in the United States on July 22, 2013
I have read most of the best selling books on sales and business management over the last 30 years. I rank Andrew''s book in the top 5. He delivers current strategy clearly and concisely while introducing us to fascinating business people. One of the greatest gifts this... See more
I have read most of the best selling books on sales and business management over the last 30 years. I rank Andrew''s book in the top 5. He delivers current strategy clearly and concisely while introducing us to fascinating business people. One of the greatest gifts this book offers is advice on what NOT to do and what doesn''t work anymore. His choice of war stories allows us to be a "fly on the wall" during high-level discussions where the conversations tackle some of our most challenging business issues. As he recounts these discussions, he clearly identifies the skills he is using, why he is using them and how they effect the outcomes. I was nearing the end of the book and patting myself on the back for buying it when I turned what I thought was going to be the last page, only to find that Andrew ends the book with an avalanche of more useful information. This book will influence the way I approach everyone I interface with, become required reading for my management team and sales people as well as be my choice for the next book club pick for everyone in the company. Thanks to Andrew for sharing.
5 people found this helpful
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Mikhail Baynes
5.0 out of 5 starsVerified Purchase
Power Questions Review
Reviewed in the United States on October 18, 2014
If you want a better answer, ask a better question. Power questions is loaded with great questions that will the person you speaking with to tell you the answers you are seeking to deepen your relationship or close the deal. The best communicators ask... See more
If you want a better answer, ask a better question.

Power questions is loaded with great questions that will the person you speaking with to tell you the answers you are seeking to deepen your relationship or close the deal.

The best communicators ask great questions and listen. They are able to let people open up to them. This book will enable you to become a great communicator.

Invest in this book, you be glad you did. It works best if you read it along with the book, Just Listen. This book will be near me when I need it.

Invest yourself today. Go ask power questions and listen, for it will enrich your life.
2 people found this helpful
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Babette
5.0 out of 5 starsVerified Purchase
Straight forward and full of useful information that''s relevant.
Reviewed in the United States on November 22, 2015
You want to get better at networking or overall hack a way to get to know people better in a short amount of time... so you think, "Oh my! I want to learn to ask better questions." WELL this is the best book I have found so far. It outlines a scenario, tells you... See more
You want to get better at networking or overall hack a way to get to know people better in a short amount of time... so you think, "Oh my! I want to learn to ask better questions." WELL this is the best book I have found so far. It outlines a scenario, tells you what to say and why, and provides a practical scenario. I''m learning so much from this book. Some of the questions I use and it''s reassuring, some I can''t wait to use. Highly recommend for the business professional seeking solid insights.
7 people found this helpful
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Yousuf
1.0 out of 5 starsVerified Purchase
Too many repeated questions. There are better books with the same purpose.
Reviewed in the United States on December 18, 2020
The text are very small it, Too many repeated questions. There are better books with the same purpose.
it''s not worth it :)
One person found this helpful
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Top reviews from other countries

Peter Johnson
4.0 out of 5 starsVerified Purchase
This book makes you stop and think
Reviewed in the United Kingdom on August 22, 2013
I came across this book on the coffee table of my nephew, where it seemed to be still in prestine condition, but after a very quick look I decided to buy it. It has a brilliant thread and has topped up my portfolio of questions - it is not a light after dinner read but if...See more
I came across this book on the coffee table of my nephew, where it seemed to be still in prestine condition, but after a very quick look I decided to buy it. It has a brilliant thread and has topped up my portfolio of questions - it is not a light after dinner read but if you are into intensive development of key people (which I am) it is a super extra string to your bow, my copy quickly looked a little battered and used....and that is testament to a good buy.
2 people found this helpful
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Bryan
5.0 out of 5 starsVerified Purchase
LifeChanger
Reviewed in the United Kingdom on July 6, 2019
Practice the questions and you will see how valuable they are to everyday conversations. A truly great book!
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Maja
5.0 out of 5 starsVerified Purchase
Recommended to me by famous public speaker.
Reviewed in the United Kingdom on September 4, 2017
Great book reminding you about how important it is to ask the right sort of questions to get what you need. Quick read.
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SUZANNE THOMPSON
5.0 out of 5 starsVerified Purchase
great read
Reviewed in the United Kingdom on January 18, 2021
great & insightful read
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Amazon Customer
5.0 out of 5 starsVerified Purchase
Five Stars
Reviewed in the United Kingdom on November 5, 2015
Great book. Very helpful and practical tips.
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Power Questions: Build Relationships, Win New Business, outlet sale and Influence online Others outlet online sale

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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