Power questions: build relationships, win new business, and influence others
Sobel, Andrew 1955-
Power questions: build relationships, win new business, and influence others by Andrew Sobel and Jerold Panas - New Jersey John Wiley and Sons Inc. 2012 - xi, 205 pages
The Power Questions 1
1. Good Questions Trump Easy Answers 3
2. If You Don’tWant to Hit Bottom, Stop Digging the Hole 7
3. The FourWords 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 Cliches 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. ATempest-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 ThatWay 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 andWonder of the Power Question 175
Not Just for Sunday 181
293 More Power Questions 183
About the Authors 203
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.
9781118119631 1675.00
Business communication
650.13
Power questions: build relationships, win new business, and influence others by Andrew Sobel and Jerold Panas - New Jersey John Wiley and Sons Inc. 2012 - xi, 205 pages
The Power Questions 1
1. Good Questions Trump Easy Answers 3
2. If You Don’tWant to Hit Bottom, Stop Digging the Hole 7
3. The FourWords 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 Cliches 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. ATempest-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 ThatWay 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 andWonder of the Power Question 175
Not Just for Sunday 181
293 More Power Questions 183
About the Authors 203
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.
9781118119631 1675.00
Business communication
650.13