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

By Andrew Sobel, Jerold Panas · 2012

"Power Questions: Build Relationships, Win New Business, and Influence Others" is a book written by Andrew Sobel and Jerold Panas, and published in 2012. The book provides a comprehensive guide to asking the right questions to build relationships, win new business, and influence others.

The book is divided into three parts: "Building Relationships," "Winning New Business," and "Influencing Others." In each part, the authors discuss different questions that can be used in different situations, such as meetings, negotiations, presentations, and networking events.

The authors emphasize the importance of asking open-ended questions and encouraging people to share information, thoughts, and feelings. They also provide examples of powerful questions that can help build rapport, establish credibility, and uncover needs and opportunities.

In addition, the book offers advice on how to listen actively, interpret body language, and tailor questions to different personality types and communication styles. The authors also address common challenges, such as dealing with difficult people, handling objections, and closing deals.

Key Area

1. Building Relationships: The authors suggest using open-ended questions to build rapport with people. For example, instead of asking, "How was your weekend?" which can be answered with a simple "good" or "fine," ask a more specific question like, "What was the highlight of your weekend?" This encourages the person to share more about their experiences and can lead to a more meaningful conversation.

2. Winning New Business: The authors advise using questions to uncover the client's needs and challenges. For example, instead of launching into a sales pitch, ask questions like, "What are your top priorities for this project?" or "What challenges have you faced in the past with similar projects?" This shows that you're interested in their specific situation and can help tailor your proposal to their needs.

3. Influencing Others: The authors suggest using questions to proactively uncover and address objections. For example, instead of waiting for the client to bring up potential issues, ask questions like, "What concerns do you have about moving forward with this proposal?" This allows you to address any objections upfront and show that you're committed to finding a solution that works for both parties.

4. Active Listening: The authors emphasize the importance of active listening, which involves focusing on the speaker, asking clarifying questions, and summarizing what was said. This helps ensure you understand the other person's perspective and respond appropriately.

5. Tailoring Questions: The authors suggest tailoring questions to different personality types and communication styles. For example, some people prefer to focus on facts and figures, while others are more interested in the big picture and long-term goals. By understanding these preferences, you can ask questions that resonate with the person and lead to more productive conversations.

1. Establishing Trust: The authors emphasize that building relationships starts with establishing trust. They suggest asking questions that show genuine interest in the person and their experiences. By listening attentively and responding thoughtfully, you can demonstrate that you value their perspective and are committed to building a meaningful relationship.

2. Using Open-Ended Questions: The authors stress the importance of using open-ended questions to encourage people to share information, thoughts, and feelings. They suggest questions that start with words like "what," "how," and "tell me more." By asking open-ended questions, you can invite the other person to speak more freely and express themselves more fully.

3. Finding Common Ground: The authors suggest using questions to find common ground with people. By identifying shared interests or experiences, you can build rapport and create a sense of connection. For example, you might ask questions like, "What do you enjoy doing in your free time?" or "Have you ever travelled to [a place you've been]?"

4. Active Listening: The authors stress the importance of active listening in building relationships. This involves paying close attention to what the other person is saying, asking clarifying questions, and summarizing what you've heard to ensure you understand their perspective.

5. Following Up: The authors emphasize the importance of following up after initial conversations to build and maintain relationships. This might involve sending a follow-up email, connecting on social media, or scheduling a follow-up meeting. By demonstrating that you value the relationship and are committed to staying in touch, you can solidify the connection.

Overall, building relationships involves establishing trust, using open-ended questions, finding common ground, active listening, and following up. By focusing on these strategies, you can develop meaningful connections with others that can benefit both your personal and professional life.