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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(r) 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
 
What did FDR, Socrates, Shakespeare and Jesus have in common? According to Sobel and Panas, they all knew how to ask "power questions." Read this book, and you will too! --Marshall Goldsmith, author of the New York Times bestsellers MOJO and What Got You Here Won't Get You There -- Dieser Text bezieht sich auf eine andere Ausgabe: Gebundene Ausgabe .

Klappentext

Unlock the power of great questions
 
What do you think most engages a prospective client, or makes a lasting impression on someone you've just met? The popular belief is that we win business by being clever and quick on our feet, and that our brilliance--saying just the right thing--is what attracts others. But as Power Questions compellingly demonstrates, knowing the right question to ask is actually far more important than having a ready answer.
 
Power Questions can immediately help you win more business, deepen your relationships, and connect with people more rapidly than you ever thought possible. It shows you how to use thought-provoking questions to engage prospects and uncover their most pressing issues. It gives you the tools to get inside the heart and mind of anyone you meet. In thirty-five inspiring chapters, you'll meet a fascinating group of men and women. Through these riveting, real-life stories, you'll learn exactly how each power question was used and the impact it had. You'll discover how you can transform your daily conversations--and even someone's life--through powerful questions that anyone can master.
 
You'll learn how Steve Jobs asked a single motivating question that led to breakthrough results in developing the Macintosh personal computer. You'll see how an unasked question cost a major company a huge project bid. Other powerful examples include:
 
* 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 can radically refocus any meeting
* A simple question that helped restore a marriage
* The penetrating question that can transform the life of a friend or colleague
 
Put these questions to use and you will connect more deeply with your clients, drive quickly to the heart of problems, and unlock your professional and personal influence in unexpected and delightful ways. -- Dieser Text bezieht sich auf eine andere Ausgabe: Gebundene Ausgabe .

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85 von 89 Kunden fanden die folgende Rezension hilfreich
Do you want to thrive at what you do? This book is for you. 8. Februar 2012
Von Kenny Jahng - Twitter @kkcoolj - Veröffentlicht auf Amazon.com
Format: Gebundene Ausgabe
What a great read. Andrew Sobel takes on the universal truth: "Good questions are often far more powerful than answers" in this enjoyable, practical and challenging book. What I loved about this book is that it helps to address the question: Would you rather engage with someone who's a boring mega phone, a mute or just plain awkward -- or someone that's always drawing you into meaningful dialogue? In my personal and professional relationships, it can be hard to start or carry on a conversation beyond the introductions and salutations. This book provides meaty prescriptions for being able to turn up the engagement meter in your conversations. What's great is that while many of the lessons in the book may be applicable to personal & social circumstances, Power Questions really gives concrete advice for turbo charging professional client-advisor relationships.

The book present 35 distinct chapters that cover various approaches with real-life anchor stories to demonstrate the questions you should be asking. Where most books stop, but Power Questions keeps delivering is the section included at the end of each chapter, "Suggestions for How To Use This Question." Sobel offers some addition advice around (A) When to use the question (B) Alternative versions of the question and (C) Follow-up questions you may use in the conversation.

And as if that's not enough, there's a final chapter that's a fun, but one of the most practical sections of the book -- there's hundreds of more questions (293 to be exact) sorted into 9 buckets that you can use in your client relationships.

This is one of those books where you can put the advice into action, well before you reach the end of the book. I found myself trying to employ the new perspectives gained each time before I picked-up the book again for the next chapter. Loved it.
49 von 56 Kunden fanden die folgende Rezension hilfreich
If you don't know the right questions to ask and how/when to ask them, you'll never find the right answers you need. 22. März 2012
Von Robert Morris - Veröffentlicht auf Amazon.com
Format: Gebundene Ausgabe
I do not know of another business thinker, indeed another person, who asks better questions than Andrew Sobel does and that is a talent he has developed over several decades. Each of his three previously published books was written in direct response to an especially serious business question and his latest book is no exception: How to build relationships, win new business, and influence others? Sobel and co-author Jerold Panas offer and discuss 337 "essential" questions that can obtain information that will help to achieve these three separate but interdependent objectives.

How so "interdependent"? If an organization does not build and constantly strengthen relationships with everyone involved in the given enterprise, it will lose its most valuable employees, clients, and allies and, for the same reasons, fail to replace them. True, this company "influences others" but in all he wrong ways.

Sobel and Panas organize their material within 35 chapters that contain a total of 42 questions (five in Chapter 35) within a narrative significantly enhanced by anecdotes that illustrate the power of questions that can either strengthen or weaken a relationship, increase or reduce the chances of achieving a desired objective. Then 293 additional "Power" questions are provided in the final section, "Not Just for Sunday."

I really appreciate how cleverly Sobel and Panas frame their material in a reader-friendly fashion. For example, they pose a question and then suggest how and when to use that question most effectively. One of my personal favorites is "Is this the best you can do?" apparently one that many others such as Steve Jobs and Henry Kissinger have frequently posed. Sobel and Panas note that use of this question should be reserved for occasions "when it is especially desirable for someone to do their very best and push themselves to their strained and stretched limits." I agree. They then suggest when specifically to use the question and alternative versions of the question, and alternative versions of it. This is a clever format repeated throughout the book. Here are three other "Power Questions" that caught my eye:

"What did you learn from that?" (Chapter 16)
Comment: Every setback (don't call it a failure) should be a valuable learning opportunity.

"Can we start over?" (Chapter 8)
Comment: What isn't working, what isn't happening, will often reveal what will. The Lakota suggest never feeding a dead horse.

"What do you wish you could do more of?"
Comment: The best career advice I ever encountered was offered by Teresa Amabile during a commencement address at Stanford. In effect, do what you love (and are passionate about) because you will then be doing what you do best. People do not necessarily have to change an employer or even a position to do what they do best and love most.

Some of the power questions work best in a career situation, others in a personal situation, and still others in both. Think of the 337 questions that Sobel and Panas pose and discuss as a base, a foundation, on which to build skills first exemplified by Socrates (c. 469 BC - 399 BC).

To those who are about to read this brilliant book, I presume to suggest they keep this question in mind: In which situations will asking the right questions be most important to me? For some people, this may well be the most valuable book on building healthy relationships that they will ever read...but only IF they continuously apply effectively what they have learned.
39 von 44 Kunden fanden die folgende Rezension hilfreich
Inspiring 30. Januar 2012
Von Douglas Bridges - Veröffentlicht auf Amazon.com
Format: Gebundene Ausgabe
Power Questions has a simple but powerful thesis: That asking thought-provoking questions is a far better way to connect with people and build client relationships than trying to show how smart you are. We all know this but we often can't help ourselves. We end up talking too much and learning very little about the other person. I've enjoyed Sobel's other excellent books, such as Clients for Life and All for One, which focus on developing long-term client relationships. Power Questions extends this theme in a very readable, entertaining, and even inspiring book. I have tried using some of the questions, and they really do work. They can help you create very deep and interesting conversations.
Power Questions will help you equally with clients, colleagues, friends, and family. Rather than just a list of interesting questions, the book is built around a series of actual conversations that were transformed by a question. Sobel and his coauthor Panas are great storytellers, and I found myself drawn to read the next chapter as soon as I finished the one I was on. The questions they highlight are a mixture of ones you would use in a professional situation and others that might be more appropriate with family and friends. Here are some that I liked: Chapter 7--"How did you get started?" Here they recount a conversation with Rich DeVos, the founder of Amway. Chapter 8--"Do you mind if we start over?" The idea here is that when you get off on the wrong foot with someone, you can reset the conversation rather than keep digging a hole. Chapter 11--"Is this the best you can do?" This describes how Steve Jobs used this question to drive Apple engineers to the brink of insanity--and great results. Chapter 18--"What parts of your job do you wish you could spend more time on, and what things do you wish you could do less of?" This is a great question for getting a client (or your boss) to open up about their role and job. Others are more personal--e.g., "What was your happiest day?" or "Is there something else you'd like to accomplish?" Each of the chapters is short--just 3-4 pages, and they end with a brief guide to using the question. Power Questions concludes with a section that contains lists of about 300 more questions, divided by topics such as meeting a prospect, motivating employees, coaching, and so on.

This is an invaluable, enjoyable read.
15 von 15 Kunden fanden die folgende Rezension hilfreich
Good backbone of questions, covered with lots of fluff 30. Dezember 2012
Von KindleReader - Veröffentlicht auf Amazon.com
Format: Kindle Edition Verifizierter Kauf
The core of this book is a list of power questions that you can ask to help frame discussions and thinking sessions. You've probably heard lots of them before in your life -- "What do you think is most important?" "How will this contemplated activity help you to reach your previously stated goals?" And so on. For getting so many questions in one place, I definitely liked the book.

My favorite 4 questions were for debugging stalled sales processes. Does the buyer think he has a problem? Does the buyer feel responsible for solving it? Is the buyer motivated enough to really try to solve it now? Does the buyer see you and trust you enough to be a good solution to his problem? If the answer is no to any one of those questions, the sale doesn't happen.

I immediately applied this same sequence of questions to non-business human relationships, to see how well they worked in other areas of life. Does she have a problem with her single life? Does she feel responsible for doing something about it? Is she dissatisfied enough with her single life to do something about it now? Does she see and trust a guy enough (you) to be a good solution? etc.

Many of the questions in the book can be applied to other non-business areas of life to guide, clarify, and sometimes even pinpoint your understanding or thinking about an issue.

On the other hand, as other reviewers have pointed out, there's a lot of puffery in the book about how good and effective the author's consulting gigs are for big important clients. This part of the book gets quite gooey, and can make you almost gag in some places.

I think the book would have been a lot better if the author cut out all the goo about how great he was, and how big and important his clients were, and instead just focused on the questions and how to use them.

I also think the book would have been better if the author could have broadened his vision to use the questions effectively in other non-business areas in life (as my example above shows). (But then, maybe the publisher (Wiley) wouldn't have accepted the book as a pure business book that is easier to categorize and market, so maybe the narrow focus is not all the author's fault.)

All in all, it's a fast and easy read, like many fast, easy, business books are meant to be for fast, easy sales purposes. Nothing too deep, if you know what I mean. I think the price of the book is worth the convenience of having so many questions in one place, but just barely. It's not like I'm going to read through the gooey puffery ever again--I'll go straight to the list of questions instead.
9 von 10 Kunden fanden die folgende Rezension hilfreich
One word: "Indispensable" 30. September 2012
Von J. Carpenter - Veröffentlicht auf Amazon.com
Format: Gebundene Ausgabe Verifizierter Kauf
I do not think I have ever mandated that a book was "indispensable" but if you are one of those people who can be counted among those who have a deepseated fear of expresing yourself verbally, this is the book you have been waiting for. Why? Because it takes all the pressure of you.

Voltaire said, "Judge a man by his questions rather than by his answers."

Make no mistake: in any conversation you will be judged. This universal truth runs the gamut from job interviews to making small talk on a first date. I am of the opinion that the majority of people struggle when attempting to express themselves verbally because of two reasons: first, they are more concerned about what they will say than what the other person is saying and, second, they try to be too clever by half--attempting to make snappy, clever patter or try to play above their "class level".

"Power Questions" is predicated on a simple assumption: the most compelling conversationalists--those who can seemingly bring people around to their way of thinking or lay the foundation for a new relationship, business contact, or friend--do so by active listening and asking simple questions which have an almost magical quality to forge a bond with the person with whom one isconversing.

For the shy person, it is a God send. Any person, unless they are pathologically shy, has the capacity to make small talk?

"Excuse me. How often do the buses run here?" "May I ask you a question? Where is a nice place to eat nearby?"

Once you open the door to small talk, questions--the right questions in the right context at the right time--will take you the rest of the way.

Andrew Sobel and Jerold Panas grease the wheels of the process of questioning with valuable anecdotes gleaned form their experience in business with numerous heavy hitters from the corporate ranks. The genius of this book is that their techniques of questioning have the versatility of a Swiss Army Knife: they can be employed by attorneys, physicians, and even the "stranger" you may see across a crowded room on some enchanted evening. Many of their questions can even be asked to young children in a non-threatening way that will enable a parent, teacher, or counsellor to understand their often inscrutable inner life.

The cover of the book boasts that within its pages are 337 questions. Clearly, not all will be useful to everyone. Again, it's all about context. Are you attempting to win over a new client? Appear charming on a first date? Support a friend or loved one during a rough time in their life? You'll most assuredly find a question--quite a few--among the 337 that will empower you to give anyone you meet the priceless gift of your attention.

We all have a powerful need to be understood. "Power Questions" teaches you simply and elegantly how to become a masterful communicator that will leave anyone with whom you have conversed with the impression that they have just spent time with someone who was genuinely interested in what they were feeling, thinking, and needed to say.
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