Power questions: build relationships, win new business, and influence others by Andrew Sobel and Jerold Panas

By:

Sobel, Andrew, 1955-

Contributor(s):

Panas, Jerold

Publication details: John Wiley and Sons Inc. 2012 New JerseyDescription: xi, 205 pagesISBN:

9781118119631

Subject(s):

Business communication

DDC classification:

650.13

Contents:

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

Summary: 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.

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Holdings
Item type	Current library	Collection	Call number	Status	Date due	Barcode
Book	Indian Institute of Management Visakhapatnam General Stacks	Reference	650.13 SOB (Browse shelf(Opens below))	Available		000867

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Previous	346.7306626 MIL Mergers and acquisitions :	510 BER Mathematics for economists with applications /	519.5 HON Probability and statistics for economics	650.13 SOB Power questions: build relationships, win new business, and influence others	658.049 RAG International business strategy :	658.1512 JAG Corporate disclosures 1553-2007 AD: the origin of financial and business reporting	658.16 GAU Mergers, acquisitions, and corporate restructurings /	Next

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.

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