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Power Questions - Build Relationships, Win New Business And Influence Others (2012)

by Andrew Sobel(Favorite Author)

3.78 of 5 Votes: 1

ISBN

1118119630 (ISBN13: 9781118119631)

languge

English

genre

Nonfiction

publisher

Wiley, John & Sons, Incorporated

review 1: I was highly entertained by this book. Yes, it's full of cheesy American "look how amazing this person is" stories, but you knew that when you read the title. The questions themselves cover two main topics: how to win over a client for your consulting job/donation for your charity, and how to get someone to reflect deeply on their life and values. An odd mix, and the questions are in random order. The best question, in my opinion, is the first one: "What would you like to know about us/me?" as a response to being asked "Tell me about yourself" so you can avoid rambling about irrelevant stuff. So pick the questions that work for you, and enjoy the anecdotes in between.
review 2: An easy read, the challenge in this book is whether or not the reader can ma... moreke the changes suggested with regards to their sales approach. Another book promoting a question based sales approach, making the sales person more consultative, rather than product oriented sales pitching. The new sales person, sales reinvented, updated. Less used car salesman approach (all due respect), more challenger, question based, let the client do the talking style. I would say that most of these questions are so much challenger sales questions, but more, high end relationship building questions for existing clients. For Questions that tap into a client’s upper echelon of Maslov’s hierarchy of needs regarding dreams, aspirations, etc. For example, it might be a bit much if on your first call you ask “what is the greatest achievement of your life?” So, don’t ask a purchasing agent these questions. And these questions are only relevant once you have a fairly well established relationship with a certain kind of thinker in a C Level position. Chapters consists of a set of stories that involved a question. Some are quite powerful, easy to pick up suggestions. Others are more spiritual, I’m making money but heaven smiles upon my work, kind of boasting. In the end, the 377 questions are bulleted. So again, you could read this on a plane ride, close the book and go, ok, that was pleasant. Or, you can put it into action and do this yourself. Some of the questions that stood out to me: Client – can you tell me about what you do? Response – What would you like to know about us? (this is excellent)Quotes Does the buyer have a significant problem or opportunity that the solution addresses? Does the buyer own the problem? Does the buyer have a healthy dissatisfaction with current offerings or with the rate of their improvement? Does the buyer trust you are the best person for the job? (If you answer all these yes, close the damn deal).“The highest form of Human Excellence is to question oneself and others” (Socrates)Rational, emotional and political aspects must be considered. 79Follow effective action with quiet reflection. From the quiet reflection will come even more effective action. 81Meals are good for relationship building. Research shows that we feel more favorably towards someone if we share a meal. 87What parts of your job do you wish you could spend more time on, and what things do you wish you could do less of? 89When asked properly, at precisely the right time, close ended questions can be a powerful and crucial ally. You’re asking for a direct response. What I need now is a direct answer – yes or no. 122If the circumstances were turned around, how would you like to be treated? Before you begin each meeting ask, what decisions do we need to make today? After each meeting ask, what have we decided today? 143It probably happens to you often. A person says I want to ask you something. Then, they proceed to spend 10 minutes telling you every detail of a very convoluted situation they are enmeshed in. You do yourself and the other person a favor by getting them to focus on the true kernel of their issue. Simply ask, what is your question?Personal mission statement. Answer these questions: Who am I? What values do I consider most important? What do I stand for? What do I want to achieve in life? How should I treat those closest in my life? How do I want to be treated? What is the purpose of my life? What is your plan? 161 less

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