{"product_id":"power-questions-isbn-9781118119631","title":"Power Questions","description":"\u003cb\u003eAn arsenal of powerful questions that will transform every conversation\u003c\/b\u003e \u003cp\u003eSkillfully redefine problems. Make an immediate connection with anyone. Rapidly determine if a client is ready to buy. Access the deepest dreams of others. \u003ci\u003ePower Questions\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003eIn \u003ci\u003ePower Questions\u003c\/i\u003e you’ll discover:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eThe question that stopped an angry executive in his tracks\u003c\/li\u003e \u003cli\u003eThe sales question CEOs expect you to ask versus the questions they want you to ask\u003c\/li\u003e \u003cli\u003eThe question that will radically refocus any meeting\u003c\/li\u003e \u003cli\u003eThe penetrating question that can transform a friend or colleague’s life\u003c\/li\u003e \u003cli\u003eA simple question that helped restore a marriage\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003cbr\u003eWhen 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.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eThe Power Questions 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1. Good Questions Trump Easy Answers 3\u003c\/p\u003e \u003cp\u003e2. If You Don’t Want to Hit Bottom, Stop Digging the Hole 7\u003c\/p\u003e \u003cp\u003e3. The Four Words 13\u003c\/p\u003e \u003cp\u003e4. When the Sale Is Stuck 17\u003c\/p\u003e \u003cp\u003e5. Mission Isn’t Important. It’s Everything 23\u003c\/p\u003e \u003cp\u003e6. Get Out of Your Cave 27\u003c\/p\u003e \u003cp\u003e7. Begin at the Beginning 33\u003c\/p\u003e \u003cp\u003e8. Start Over 39\u003c\/p\u003e \u003cp\u003e9. You Can Overcome Anything If You Understand Why 43\u003c\/p\u003e \u003cp\u003e10. In a Hushed Moment 47\u003c\/p\u003e \u003cp\u003e11. Is This the Best You Can Do? 53\u003c\/p\u003e \u003cp\u003e12. No Gorilla Dust 59\u003c\/p\u003e \u003cp\u003e13. Bury the Clichés 63\u003c\/p\u003e \u003cp\u003e14. Don’t Let Anyone Steal Your Dreams 69\u003c\/p\u003e \u003cp\u003e15. Silence Can Be the Best Answer 73\u003c\/p\u003e \u003cp\u003e16. The Greatest Teacher 77\u003c\/p\u003e \u003cp\u003e17. Push Open the Flood Gate 83\u003c\/p\u003e \u003cp\u003e18. The Essence of Your Job 87\u003c\/p\u003e \u003cp\u003e19. A Tempest-Tossed Topic 91\u003c\/p\u003e \u003cp\u003e20. The Road Taken 97\u003c\/p\u003e \u003cp\u003e21. Who Do You Say I Am? 103\u003c\/p\u003e \u003cp\u003e22. That Special Moment in Life 109\u003c\/p\u003e \u003cp\u003e23. Your Plans or Their Plans? 115\u003c\/p\u003e \u003cp\u003e24. Never Look Back Unless You Plan to Live That Way 121\u003c\/p\u003e \u003cp\u003e25. How to Stop the Snorting 127\u003c\/p\u003e \u003cp\u003e26. Dig Deeper. Deeper. Still Deeper 131\u003c\/p\u003e \u003cp\u003e27. Always Faithful 135\u003c\/p\u003e \u003cp\u003e28. I Used to Be Indecisive—But Now I’m Not Sure 141\u003c\/p\u003e \u003cp\u003e29. Blah Blah Blah 145\u003c\/p\u003e \u003cp\u003e30. Why Is This Day Different? 149\u003c\/p\u003e \u003cp\u003e31. Never Too Late 153\u003c\/p\u003e \u003cp\u003e32. Take Stock of Your Life 159\u003c\/p\u003e \u003cp\u003e33. The Heart of the Matter 165\u003c\/p\u003e \u003cp\u003e34. Capture the Moments 169\u003c\/p\u003e \u003cp\u003e35. The Awe and Wonder of the Power Question 175\u003c\/p\u003e \u003cp\u003e\u003cb\u003eNot Just for Sunday 181\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e293 More Power Questions 183\u003c\/p\u003e \u003cp\u003eAbout the Authors 203\u003c\/p\u003e \u003cp\u003e“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, \u003ci\u003ePower Questions\u003c\/i\u003e...first-rate and very helpful.”—\u003cb\u003eThe Globe and Mail\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e“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.”—\u003cb\u003eForbes.com\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e“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.”—\u003cb\u003eAmerican Express.com, “Top 10 Business Books for the Summer”\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e“An inspirational read...strongly recommended”\u003cb\u003e—Midwest Library Journal\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe 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.—\u003cb\u003eRalph W. Shrader\u003c\/b\u003e, \u003cb\u003eChairman and CEO\u003c\/b\u003e, \u003cb\u003eBooz Allen Hamilton\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThis book is amazing. It packs a wallop. It gets you inside the mind and heart of a person.  I strongly recommend it.—\u003cb\u003eJohn Schlifske, Chairman and CEO, Northwestern Mutual\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003ePower Questions\u003c\/i\u003e 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.\u003cb\u003e—Frank D'Souza, CEO, Cognizant\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eRead this remarkable book and keep it handy, because these questions have the power to enrich every segment of your life.—\u003cb\u003eKen Blanchard, coauthor of \u003ci\u003eThe One Minute Manager\u003c\/i\u003e and \u003ci\u003eLeading at a Higher Level\u003c\/i\u003e\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eReading \u003ci\u003ePower Questions\u003c\/i\u003e is like listening in to the most amazing array of private conversations with CEOs, politicians, religious authorities, and entrepreneurs. A joyous read.—\u003cb\u003eDavid Sable, Global CEO, Young \u0026amp; Rubicam\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAndrew Sobel and Jerry Panas have developed the thought-provoking thesis in their book of the importance of asking questions to tailor advice and build relationships. Their work is illustrated with plenty of examples, and their premise becomes more convincing page by page.—\u003cb\u003eSir Winfried Bischoff, Chairman, Lloyds Banking Group\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAndrew Sobel\u003c\/b\u003e 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 \u003ci\u003eHarvard Business Review\u003c\/i\u003e, the \u003ci\u003eNew York Times\u003c\/i\u003e, and \u003ci\u003eUSA Today\u003c\/i\u003e. Andrew helps companies and individuals build their clients for life. Visit www.AndrewSobel.com.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eJerold Panas\u003c\/b\u003e is the world's leading consultant in philanthropy and the CEO of Jerold Panas, Linzy \u0026amp; 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 \u003ci\u003eAsking and Mega Gifts\u003c\/i\u003e. He works directly with CEOs, boards, and development professionals around the world. Visit www.JeroldPanas.com.\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eUnlock the power of great questions\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat 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 \u003ci\u003ePower Questions\u003c\/i\u003e compellingly demonstrates, knowing the right question to ask is actually far more important than having a ready answer.\u003c\/p\u003e \u003cp\u003e\u003ci\u003ePower Questions\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003eYou'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:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eThe question that stopped an angry executive in his tracks\u003c\/li\u003e \u003cli\u003eThe sales question CEOs expect you to ask, versus the questions they want you to ask\u003c\/li\u003e \u003cli\u003eThe question that can radically refocus any meeting\u003c\/li\u003e \u003cli\u003eA simple question that helped restore a marriage\u003c\/li\u003e \u003cli\u003eThe penetrating question that can transform the life of a friend or colleague\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003ePut 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.\u003c\/p\u003e  \u003cp\u003e\u003cb\u003ePraise For \u003ci\u003ePower Questions\u003c\/i\u003e\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e —\u003cb\u003eRalph W. Shrader\u003c\/b\u003e, Chairman and CEO, Booz Allen Hamilton\u003c\/p\u003e \u003cp\u003e\"This book is amazing. It packs a wallop. It helps set your conversations on the right track and enhances your ability to listen. It gets you inside the mind and heart of a person. I strongly recommend it.\"\u003cbr\u003e —\u003cb\u003eJohn Schlifske\u003c\/b\u003e, Chairman and CEO, Northwestern Mutual\u003c\/p\u003e \u003cp\u003e\"Reading \u003ci\u003ePower Questions\u003c\/i\u003e is like listening in on the most amazing array of private conversations with CEOs, politicians, religious authorities, and entrepreneurs. A joyous read.\"\u003cbr\u003e —\u003cb\u003eDavid Sable\u003c\/b\u003e, Global CEO, Young \u0026amp; Rubicam\u003c\/p\u003e \u003cp\u003e\"In \u003ci\u003ePower Questions\u003c\/i\u003e, Andrew Sobel and Jerry Panas show how to drill deep in any situation by identifying the precise question that is begging to be asked. Read this remarkable book and keep it handy, because these questions have the power to enrich every segment of your life.\"\u003cbr\u003e —\u003cb\u003eKen Blanchard\u003c\/b\u003e, coauthor of \u003ci\u003eThe One Minute Manager\u003c\/i\u003e and \u003ci\u003eLeading at a Higher Level\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\"At the White House, I learned the art of answering questions, but all the time I thought to myself, the trick is to ask the right question. Andrew and Jerry nail that art. This book is indispensable for tapping the power of successful communication. A must-read!\"\u003cbr\u003e —\u003cb\u003eMike McCurry\u003c\/b\u003e, former press secretary for President Bill Clinton\u003c\/p\u003e \u003cp\u003e\"\u003ci\u003ePower Questions\u003c\/i\u003e 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.\"\u003cbr\u003e —\u003cb\u003eFrank D'Souza,\u003c\/b\u003e CEO, Cognizant\u003c\/p\u003e \u003cp\u003e\"Andrew Sobel and Jerry Panas have developed the thought-provoking thesis in their book of the importance of asking questions to tailor advice and build relationships. Their work is illustrated with plenty of examples—some humorous, others dramatically pertinent—and their premise becomes more convincing page by page.\"\u003cbr\u003e —\u003cb\u003eSir Winfried Bischoff\u003c\/b\u003e, Chairman, Lloyds Banking Group\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989826191589,"sku":"NP9781118119631","price":27.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781118119631.jpg?v=1761785592","url":"https:\/\/k12savings.com\/es\/products\/power-questions-isbn-9781118119631","provider":"K12savings","version":"1.0","type":"link"}