Power Questions: Build Relationships, Win New Business, and Influence Others PDF
Preview Power Questions: Build Relationships, Win New Business, and Influence Others
Contents Cover Praise for Power Questions Title Page Copyright Dedication The Power Questions Chapter 1: Good Questions Trump Easy Answers Chapter 2: If You Don'tWant to Hit Bottom, Stop Digging the Hole Chapter 3: The FourWords Chapter 4: When the Sale Is Stuck Chapter 5: Mission Isn't Important. It's Everything Chapter 6: Get Out of Your Cave Chapter 7: Begin at the Beginning Chapter 8: Start Over Chapter 9: You Can Overcome Anything If You Understand Why Chapter 10: In a Hushed Moment Chapter 11: Is This the Best You Can Do? Chapter 12: No Gorilla Dust Chapter 13: Bury the Clichés Chapter 14: Don't Let Anyone Steal Your Dreams Chapter 15: Silence Can Be the Best Answer Chapter 16: The Greatest Teacher Chapter 17: Push Open the Flood Gate Chapter 18: The Essence of Your Job Chapter 19: A Tempest-Tossed Topic Chapter 20: The Road Taken Chapter 21: Who Do You Say I Am? Chapter 22: That Special Moment in Life Chapter 23: Your Plans or Their Plans? Chapter 24: Never Look Back Unless You Plan to Live ThatWay Chapter 25: How to Stop the Snorting Chapter 26: Dig Deeper. Deeper. Still Deeper Chapter 27: Always Faithful Chapter 28: I Used to Be Indecisive—But Now I'm Not Sure Chapter 29: Blah Blah Blah Chapter 30: Why Is This Day Different? Chapter 31: Never Too Late Chapter 32: Take Stock of Your Life Chapter 33: The Heart of the Matter Chapter 34: Capture the Moments Chapter 35: The Awe andWonder of the Power Question Not Just for Sunday 293 More Power Questions About the Authors Praise for Power Questions “We all strive to create genuine human connection with clients, friends, and family. Power Questions is a tremendous, practical guide to constructing and using the powerful questions that help you do this. Read it now, take it in deeply, put it into practice, and it will transform your conversations and perhaps your life.” —Steve Thomas, President of Global Sales, Experian “What did FDR, Socrates, Shakespeare, and Jesus have in common? According to Sobel and Panas, they all knew how to ask ‘power questions.’ Read this book and you will too!” —Marshall Goldsmith, Author of the New York Times best-sellers MOJO and What Got You Here Won't Get You There “Power Questions is a fresh, incisive, and compelling guide to achieving success in our personal and professional relationships and activities. The book methodically maps out the route to employ carefully chosen questions that will elicit the most helpful responses and achieve the most desirable outcomes. It's a must-read!” —The Honorable Joseph P. Riley, Mayor, Charleston, South Carolina “Congratulations. The name says it all. It is a powerful book. Power Questions is a must-read for anyone who cares about customers, employees, and investors. My recommendation to everyone is to pick up a copy now and read it.” —Robert L. Dilenschneider, Chief Executive Officer and Chairman, The Dilenschneider Group, Inc. “Power Questions provides the vital building blocks to successfully understanding the needs of your customers and clients, your spouse or child. The book describes the necessary skills needed to ask the right questions in the right way. A masterpiece. The book is compelling.” —Robert Milligan, Past Chairman, United States Chamber of Commerce and Founder and Chair, Nature's Variety “Asking clients good questions leads to great conversations, and the result is trusted client relationships. Power Questions is a terrific read full of captivating examples. It will help readers develop deeper, more valuable relationships in both their professional and social lives.” —James Bardrick, Managing Director and Banking Co-Head for Europe, Middle East, and Africa, Citigroup “Power Questions is an amazing book about having real power in your life– power to solve problems while developing deep relationships with others and also a better understanding of yourself.” —Cal Turner, Former Chief Executive Officer and Chairman of the Board, Dollar General “Why should I care what you think until I know that you care? I learned these words of wisdom from a very successful man. Now, Panas and Sobel answer the question, “How do I show that I care?” It is by asking thoughtful, powerful questions and listening carefully to the answers. You'll learn, you'll care, you'll build trust and understanding. Power Questions is outstanding.” —B. Joseph White, President Emeritus, James F. Towey Professor of Business and Leadership, University of Illinois and author of best-selling The Nature of Leadership “I found Power Questions so relevant I am making it required reading for all of my employees. Andrew and Jerry remind us of the vital importance of listening intensely. The book gives us the tools to get invaluable and rewarding information. This is a resource for life.” —Aristotle Halikias, Chief Executive Officer and Chairman of the Board, Republic Bank “While reading Power Questions, I made lists of hundreds of questions I can use. I've always struggled to ask good, open-ended, and probing questions that allow me to learn so much about another person. This book has helped me jump that hurdle. It is tremendously thought-provoking and at the same time, extremely entertaining. If you've read every other book Andrew Sobel and Jerry Panas have written, you may think they couldn't top themselves–but they do in Power Questions.” —Michelle Easton, President, Clare Boothe Luce Policy Institute “Power Questions is for everyone–salespeople, supervisors, development officers, and even parents. Jerry Panas and Andrew Sobel inform us how to ask the very best questions in a manner most likely to elicit an insightful answer. The authors provide hundreds of questions you wish you had asked. Power Questions will ensure your meetings and conversations are more productive than ever before. It should be required reading–and it will be in my organization.” —Ron Robinson, Author, Funding Fathers “Ask yourself: Can I afford not to read Power Questions? Andrew and Jerry's book is refreshingly different, packed full of anecdotes and advice that will give you the questions you need to engage, enquire, and elicit. Easy to read, I found plenty of new ideas to help me deepen my client relationships.” —Diana Brightmore-Armour, CEO, Corporate Banking, Lloyds Banking Group “Your relationships will never be the same. Organized and written in a highly accessible ‘story-telling’ style, Power Questions is as entertaining as it is deep, and its lessons and value are as relevant and powerful for any Fortune 500 CEO as they are for a teacher, parent, or my 14-year‐old son. Andrew Sobel and Jerry Panas have distilled the art of communicating down to the core skill of crafting and posing ‘the right’ questions at ‘the right’ times–questions that open doors and engender the engagement necessary to build meaningful relationships and true connectivity.” —Adam L. Reeder, Managing Director and Global Head of Building Products and Basic Materials, Credit Suisse First Boston
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