Description
Book SynopsisAn 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.
Trade 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
Table of ContentsThe Power Questions 1
1. Good Questions Trump Easy Answers 3
2. If You Don’t Want to Hit Bottom, Stop Digging the Hole 7
3. The Four Words 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 Clichés 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. A Tempest-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 That Way 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 Sure 141
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 and Wonder of the Power Question 175
Not Just for Sunday 181
293 More Power Questions 183
About the Authors 203
