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 help you win new business and dramatically deepen your professional and personal relationships.Read more...
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 help you win new business and dramatically deepen your professional and personal relationships. 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.
In Power Questions you'll discover:
- 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 will radically refocus any meeting
- The penetrating question that can transform a friend or colleague's life
- A simple question that helped restore a marriage
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.
- ISBN-13: 9781118119631
- ISBN-10: 1118119630
- Publisher: John Wiley & Sons
- Publish Date: February 2012
- Page Count: 205
- Dimensions: 8.7 x 5.8 x 0.82 inches
- Shipping Weight: 0.75 pounds
Publishers Weekly® Reviews
- Reviewed in: Publishers Weekly, page .
- Review Date: 2012-01-02
- Reviewer: Staff
In both professional and personal dealings, trusted and positive relationships are paramount, and according to consultant Sobel (Clients for Life) and executive Panas (Mega-Gifts), the way to build and deepen those relationships is to ask the right questions. Chapter by chapter, the authors present stories from corporate leaders, a minister, a billionaire, an attorney, a medical center CEO, and others for whom “power questions” became a turning point. Sobel and Panas suggest power questions for moving a sale forward; inspiring employees to better performance; building rapport; changing the direction of a losing trend; and establishing reciprocity. Each chapter ends with a plan of action for putting the questions into practice. There’s a heavily religious overtone to the book, and in fact many questions lead toward the spiritual. While thought provoking, this book is simply a treatise on the importance of relationships, and situations are rephrased as questions. Though the form may look useful, overall, the book doesn’t offer enough substance. (Feb.)