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

by Sobel, Andrew; Panas, Jerold

• ISBN13: 9781118119631
• ISBN10: 1118119630
• Edition: 1st
• Format: Hardcover
• Copyright: 2012-02-07
• Publisher: Wiley

Summary

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 transform your effectiveness with others. 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. The insights in Power Questions include: Want to refocus a client conversation? Ask, What's the most important thing we should be discussing today? Want to connect deeply? Ask the startlingly simple, What are your dreams? Want to learn how someone became the person they are? Ask, How did you get your start? Want to understand a client's deepest motivations? Ask, Why do you do what you do? Does someone need a push to excel? Ask, Is this the best you can do? 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.

Author Biography

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.

Table of Contents

The Power Questions	p. 1
Good Questions Trump Easy Answers	p. 3
If You Don't Want to Hit Bottom, Stop Digging the Hole	p. 7
The Four Words	p. 13
When the Sale Is Stuck	p. 17
Mission Isn't Important. It's Everything	p. 23
Get Out of Your Cave	p. 27
Begin at the Beginning	p. 33
Start Over	p. 39
You Can Overcome Anything If You Understand Why	p. 43
In a Hushed Moment	p. 47
Is This the Best You Can Do?	p. 53
No Gorilla Dust	p. 59
Bury the Clichés	p. 63
Don't Let Anyone Steal Your Dreams	p. 69
Silence Can Be the Best Answer	p. 73
The Greatest Teacher	p. 77
Push Open the Flood Gate	p. 83
The Essence of Your Job	p. 87
A Tempest-Tossed Topic	p. 91
The Road Taken	p. 97
Who Do You Say I Am?	p. 103
That Special Moment in Life	p. 109
Your Plans or Their Plans?	p. 115
Never Look Back Unless You Plan to Live That Way	p. 121
How to Stop the Snorting	p. 127
Dig Deeper. Deeper. Still Deeper	p. 131
Always Faithful	p. 135
I Used to Be Indecisive-But Now I'm Not Sure	p. 141
Blah Blah Blah	p. 145
Why Is This Day Different?	p. 149
Never Too Late	p. 153
Take Stock of Your Life	p. 159
The Heart of the Matter	p. 165
Capture the Moments	p. 169
The Awe and Wonder of the Power Question	p. 175
Not Just for Sunday	p. 181
293 More Power Questions	p. 183
About the Authors	p. 203
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