Power Questions: Build Relationships, Win New Business, and Influence Others
- 2h 27m
- Andrew Sobel, Jerold Panas
- John Wiley & Sons (US)
- 2012
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.
About the Authors
Andrew Sobel and Jerry Panas have a relationship that is akin to that of Oscar and Felix in The Odd Couple. They continue to argue, however, about who is the obsessive Felix and who is most like the messy, laid-back Oscar.
In any event, they have followed surprisingly parallel paths in becoming the foremost authorities in their respective fields. Jerry is the world’s leading authority on creating donors for life; Andrew, on how to develop clients for life. Through 70 combined years of experience advising and coaching leaders, they have learned to harness the power of great questions to deepen relationships, win new business, and influence others.Power Questions is the fruit of their unique collaboration.
Andrew Sobel is the most widely published author in the world on client loyalty and the capabilities required to build trusted business relationships. His first book, the bestselling Clients for Life, defined an entire genre of business literature about client loyalty. His other books include Making Rain and the award-winning All for One: Ten Strategies for Building Trusted Client Partnerships.
For 30 years, Andrew has worked as both a consultant to senior management and an executive educator and coach. His clients have included leading corporations such as Citigroup, Xerox, and Cognizant, as well as professional service firms such as Ernst & Young, Booz Allen Hamilton, Towers Watson, and many others. His articles and work have been featured in a variety of publications such as the New York Times, BusinessWeek, and the Harvard Business Review. Andrew is a graduate of Middlebury College and earned his MBA at Dartmouth’s Tuck School.
Andrew is an acclaimed keynote speaker who delivers idea- rich, high-energy speeches and seminars at major conferences and events. His topics include Developing Clients for Life; Creating a Rainmaking Organization; Collaborating to Grow Revenue; The Beatles Principles; and Win New Business and Build Relationships with Power Questions.
Jerry is Executive Partner of Jerold Panas, Linzy & Partners, one of the world’s most highly regarded firms in the field of fundraising services and financial resource development. His firm has served more than 2,500 client institutions since its founding in 1968. Jerry’s clients comprise many of the foremost not-for-profit institutions in the world. They include every major university, museum, and health-care center in the United States. Internationally, Jerry has advised organizations as diverse as the University of Oxford, the American Hospital in Paris, and Nuestros Pequeños Hermanos in Mexico, the largest orphanage in the world.
Jerry is the author of 13 popular books, including the all-time bestsellers Asking and Mega Gifts. He is founder and chairman of the board of the Institute for Charitable Giving, one of the most significant providers of training in philanthropy.
Because of the prominence of the firm and the impact of Jerry’s writing, few have had a greater influence in the history of the profession. He is a favorite speaker at conferences and workshops across the United States. He gives more than 50 keynote speeches a year with a variety of titles, including Shaking the Money Tree; Be the Best You Can Be; The Magic Partnership; Listen!; and I Hear a Gift, Aim High.
In this Book
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The Power Questions—Build Relationships, Win New Business, and Influence Others
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Good Questions Trump Easy Answers
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If You Don’t Want to Hit Bottom, Stop Digging the Hole
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The Four Words
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When the Sale Is Stuck
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Mission Isn’t Important. It’s Everything
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Get Out of Your Cave
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Begin at the Beginning
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Start Over
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You Can Overcome Anything If You Understand Why
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In a Hushed Moment
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Is This the Best You Can Do?
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No Gorilla Dust
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Bury the Clichés
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Don’t Let Anyone Steal Your Dreams
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Silence Can Be the Best Answer
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The Greatest Teacher
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Push Open the Flood Gate
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The Essence of Your Job
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A Tempest-Tossed Topic
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The Road Taken
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Who Do You Say I Am?
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That Special Moment in Life
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Your Plans or Their Plans?
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Never Look Back Unless You Plan to Live That Way
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How to Stop the Snorting
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Dig Deeper. Deeper. Still Deeper
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Always Faithful
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I Used to Be Indecisive—But Now I’m Not Sure
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Blah Blah Blah
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Why Is This Day Different?
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Never Too Late
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Take Stock of Your Life
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The Heart of the Matter
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Capture the Moments
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The Awe and Wonder of the Power Question
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293 More Power Questions
