Details

Power Questions

Build Relationships, Win New Business, and Influence Others
1. Aufl.

von: Andrew Sobel, Jerold Panas
17,99 €
Verlag:	Wiley
Format:	EPUB
Veröffentl.:	05.01.2012
ISBN/EAN:	9781118218495
Sprache:	englisch
Anzahl Seiten:	224

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Beschreibungen

Titelbeschreibung

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 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: <ul> <li>The question that stopped an angry executive in his tracks</li> <li>The sales question CEOs expect you to ask versus the questions they want you to ask</li> <li>The question that will radically refocus any meeting</li> <li>The penetrating question that can transform a friend or colleague’s life</li> <li>A simple question that helped restore a marriage</li> </ul> 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.

Inhaltsverzeichnis

The 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

Rezension

“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

Autorenportrait

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.

Back cover copy

Praise For Power Questions "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 helps set your conversations on the right track and enhances your ability to listen. It gets you inside the mind and heart of a person. I strongly recommend it." —John Schlifske, Chairman and CEO, Northwestern Mutual "Reading Power Questions is like listening in on the most amazing array of private conversations with CEOs, politicians, religious authorities, and entrepreneurs. A joyous read." —David Sable, Global CEO, Young & Rubicam "In Power Questions, Andrew Sobel and Jerry Panas show how to drill deep in any situation by identifying the precise question that is begging to be asked. 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 "At the White House, I learned the art of answering questions, but all the time I thought to myself, the trick is to ask the right question. Andrew and Jerry nail that art. This book is indispensable for tapping the power of successful communication. A must-read!" —Mike McCurry, former press secretary for President Bill Clinton "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 "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—some humorous, others dramatically pertinent—and their premise becomes more convincing page by page." —Sir Winfried Bischoff, Chairman, Lloyds Banking Group