Power Questions: Build Relationships, Win New Business, and Influence Others

Unlock the power of great questionsWhat 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 colleaguePut 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.

Jagdish Sheth, Ph.D., is the Charles H. Kellstadt Professor of Marketing at Emory University's Goizueta Business School, where he founded the Center for Relationship Marketing. A renowned educator, senior management adviser, and speaker, Dr. Sheth is the author of twelve books and over two hundred articles that have appeared in "The Wall Street Journal" and other major publications. His clients include many leading corporations such as BellSouth, Ford, Motorola, and Whirlpool.

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