Power Questions: Build Relationships, Win New Business, And Influence Others 9781118119631 115盘 下载 pdf txt 电子版 mobi snb docx

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. In Power Questions you'll discover: 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 will radically refocus any meeting The penetrating question that can transform a friend or colleague's life A simple question that helped restore a marriage When 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.

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

　　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.

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编辑推荐

        "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."-- 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."--

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."-- American

Express.com, "Top 10 Business Books for the Summer" "An

inspirational read...strongly recommended" --Midwest Library

Journal 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 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, and their premise becomes more

convincing page by page.-- Sir Winfried Bischoff, Chairman, Lloyds

Banking Group

书籍介绍

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. In Power Questions you'll discover: 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 will radically refocus any meeting The penetrating question that can transform a friend or colleague's life A simple question that helped restore a marriage When 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.