- Hardcover: 224 pages
- Publisher: Wiley; 1 edition (February 7, 2012)
- Language: English
- ISBN-10: 1118119630
- ISBN-13: 978-1118119631
- Product Dimensions: 5.4 x 0.8 x 8.7 inches
- Shipping Weight: 8 ounces (View shipping rates and policies)
- Average Customer Review: 325 customer reviews
- Amazon Best Sellers Rank: #44,186 in Books (See Top 100 in Books)
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Power Questions: Build Relationships, Win New Business, and Influence Others Hardcover – February 7, 2012
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“A powerful question can turn a tepid conversation into arevealing encounter, as demonstrated by Andrew Sobel and JeroldPanas in their engaging new book, PowerQuestions...first-rate and very helpful.”—TheGlobe and Mail
“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
From the Inside Flap
Unlock the power of great questions
What do you think most engages a prospective client, or makes alasting impression on someone you've just met? The popular beliefis that we win business by being clever and quick on our feet, andthat our brilliance—saying just the right thing—is whatattracts others. But as Power Questions compellinglydemonstrates, knowing the right question to ask is actually farmore important than having a ready answer.
Power Questions can immediately help you win morebusiness, deepen your relationships, and connect with people morerapidly than you ever thought possible. It shows you how to usethought-provoking questions to engage prospects and uncover theirmost pressing issues. It gives you the tools to get inside theheart and mind of anyone you meet. In thirty-five inspiringchapters, you'll meet a fascinating group of men and women. Throughthese riveting, real-life stories, you'll learn exactly how eachpower question was used and the impact it had. You'll discover howyou can transform your daily conversations—and even someone'slife—through powerful questions that anyone can master.
You'll learn how Steve Jobs asked a single motivating questionthat led to breakthrough results in developing the Macintoshpersonal computer. You'll see how an unasked question cost a majorcompany 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 questionsthey 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 afriend or colleague
Put these questions to use and you will connect more deeply withyour clients, drive quickly to the heart of problems, and unlockyour professional and personal influence in unexpected anddelightful ways.
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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.
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.”
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.