Power Questions

Andrew Sobel 지음

Wiley 2012년 01월 05일 출간

작품소개

책소개

An arsenal of powerful questions that will transform every conversationSkillfully 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 tracksThe sales question CEOs expect you to ask versus the questions they want you to askThe question that will radically refocus any meetingThe penetrating question that can transform a friend or colleague-s lifeA simple question that helped restore a marriageWhen 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.

목차

The Power Questions 11. Good Questions Trump Easy Answers 32. If You Don&-tWant to Hit Bottom, Stop Digging the Hole 73. The FourWords 134. When the Sale Is Stuck 175. Mission Isn&-t Important. It&-s Everything 236. Get Out of Your Cave 277. Begin at the Beginning 338. Start Over 399. You Can Overcome Anything If You Understand Why 4310. In a Hushed Moment 4711. Is This the Best You Can Do? 5312. No Gorilla Dust 5913. Bury the Cliches 6314. Don&-t Let Anyone Steal Your Dreams 6915. Silence Can Be the Best Answer 7316. The Greatest Teacher 7717. Push Open the Flood Gate 8318. The Essence of Your Job 8719. ATempest-Tossed Topic 9120. The Road Taken 9721. Who Do You Say I Am? 10322. That Special Moment in Life 10923. Your Plans or Their Plans? 11524. Never Look Back Unless You Plan to Live ThatWay 12125. How to Stop the Snorting 12726. Dig Deeper. Deeper. Still Deeper 13127. Always Faithful 13528. I Used to Be Indecisive&-But Now I&-m Not Sure 14129. Blah Blah Blah 14530. Why Is This Day Different? 14931. Never Too Late 15332. Take Stock of Your Life 15933. The Heart of the Matter 16534. Capture the Moments 16935. The Awe andWonder of the Power Question 175Not Just for Sunday 181293 More Power Questions 183About the Authors 203

출판사 서평

“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.”&m-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.”&m-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.”&m-American Express.com, “Top 10 Business Books for the Summer”“An inspirational read...strongly recommended”&m-Midwest Library JournalThe 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.&m-Ralph W. Shrader, Chairman and CEO, Booz Allen HamiltonThis book is amazing. It packs a wallop. It gets you inside the mind and heart of a person. &I strongly recommend it.&m-John Schlifske, Chairman and CEO, Northwestern MutualPower 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.&m-Frank D'Souza, CEO, CognizantRead this remarkable book and keep it handy, because these questions have the power to enrich every segment of

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저자(글) Andrew Sobel

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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.