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



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Power Questions Build Relationships Win New Business and Influence

—Diana Brightmore‐Armour,
CEO, Corporate Banking,
Lloyds Banking Group
“Your relationships will never be the same. Organized and written in a
highly accessible ‘story‐telling’ style, Power Questions is as
entertaining as it is deep, and its lessons and value are as relevant and
powerful for any Fortune 500 CEO as they are for a teacher, parent, or
my 14‐year‐old son. Andrew Sobel and Jerry Panas have distilled the
art of communicating down to the core skill of crafting and posing ‘the
right’ questions at ‘the right’ times–questions that open doors and
engender the engagement necessary to build meaningful relationships
and true connectivity.”
—Adam L. Reeder,
Managing Director and Global
Head of Building Products
and Basic Materials,
Credit Suisse First Boston



Copyright©2012 by Andrew Sobel and Jerold Panas. All rights
reserved.
Published by John Wiley & Sons, Inc., Hoboken, New Jersey.
Published simultaneously in Canada.
No part of this publication may be reproduced, stored in a retrieval
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Section 107 or 108 of the 1976 United States Copyright Act, without either
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Inc., 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978)
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for permission should be addressed to the Permissions Department, John
Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, (201) 748-6011,
fax (201) 748-6008, or online at 
http://www.wiley.com/go/permissions
.
Limit of Liability/Disclaimer ofWarranty: While the publisher and
author have used their best efforts in preparing this book, they make no
representations or warranties with respect to the accuracy or completeness
of the contents of this book and specifically disclaim any implied warranties
of merchantability or fitness for a particular purpose. No warranty may be
created or extended by sales representatives or written sales materials. The
advice and strategies contained herein may not be suitable for your
situation. You should consult with a professional where appropriate. Neither
the publisher nor author shall be liable for any loss of profit or any other
commercial damages, including but not limited to special, incidental,
consequential, or other damages.
For general information on our other products and services or for
technical support, please contact our Customer Care Department within the
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ISBN 978-1-118-11963-1 (cloth); ISBN 978-1-118-21847-1 (ebk);
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To all the men and women who wish to build
fresh and exciting relationships, thrive professionally,
and motivate all you come in
contact with–this book is dedicated to you.
If you believe, as we do, that most often
the question is more important than the answer,
you are well on your way to success
at work and in life.



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