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Power Questions: Build Relationships, Win New Business, and Influence Others Hardcover – 28 Feb 2012


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Product details

  • Hardcover: 224 pages
  • Publisher: John Wiley & Sons; 1 edition (28 Feb. 2012)
  • Language: English
  • ISBN-10: 1118119630
  • ISBN-13: 978-1118119631
  • Product Dimensions: 14.7 x 2.1 x 22.4 cm
  • Average Customer Review: 3.8 out of 5 stars  See all reviews (6 customer reviews)
  • Amazon Bestsellers Rank: 279,427 in Books (See Top 100 in Books)
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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

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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 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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Most Helpful Customer Reviews

1 of 1 people found the following review helpful By Chris Downing TOP 500 REVIEWER on 8 Sept. 2012
Format: Hardcover
Ivor Tiefenbrun of Linn Products often talks of 'Real Reality'. What he means is there seems to be a reality that we would wish and a REAL reality - the actual fact of a situation, no furry edges and delusion.

Andrew Sobel is a rare writer, presenter, and workshop host, that deals in 'Real Reality'. In the 'Real World', if you don't have relationships you don't have big sales and/or margins - people buy in spite of you; because your price is so low you beat everyone. If you want to establish fair margins, keep clients and customers, have enjoyable working sessions with clients, and generally enjoy your business life - you need to be an expert on building and maintaining business relationships.

Andrew is unusual - He's an market specialist in this area alone. That's hard to do and why there are so few people as well developed in Business Relationships as Andrew - because its a very hard subject to sell to Training Managers and Boards of Directors. I know because I've struggled through many meetings try to do that very thing. Most people think they are great at relationships - and in turn, they hire people who are great as well. Not True. If it were true then our relationships with our suppliers and collaborators would be great - after all, they all believe they are great relationship builders as well.

After years of talking about this and selling programs to senior management, (mostly frustrating meetings where management and trainers talk in military terms about 'sales attack tactics' and 'controlling the sales process'), I realised you might as well be asking someone if they are good in bed? And you know what? They'd all say they were - its just the other person that's the problem. We are in denial about how important business realationship are.
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Format: Hardcover
I do not know of another business thinker, indeed another person, who asks better questions than Andrew Sobel does and that is a talent he has developed over several decades. Each of his three previously published books was written in direct response to an especially serious business question and his latest book is no exception: How to build relationships, win new business, and influence others? Sobel and co-author Jerold Panas offer and discuss 337 "essential" questions that can obtain information that will help to achieve these three separate but interdependent objectives.

How so "interdependent"? If an organization does not build and constantly strengthen relationships with everyone involved in the given enterprise, it will lose its most valuable employees, clients, and allies and, for the same reasons, fail to replace them. True, this company "influences others" but in all he wrong ways.

Sobel and Panas organize their material within 35 chapters that contain a total of 42 questions (five in Chapter 35) within a narrative significantly enhanced by anecdotes that illustrate the power of questions that can either strengthen or weaken a relationship, increase or reduce the chances of achieving a desired objective. Then 293 additional "Power" questions are provided in the final section, "Not Just for Sunday."

I really appreciate how cleverly Sobel and Panas frame their material in a reader-friendly fashion. For example, they pose a question and then suggest how and when to use that question most effectively. One of my personal favorites is "Is this the best you can do?" apparently one that many others such as Steve Jobs and Henry Kissinger have frequently posed.
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Format: Hardcover Verified Purchase
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.
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