Are you asking the right “power” questions when talking with clients and prospects? According to a new book, the questions you ask directly relate to the success you find in the field.
Authors Andrew Sobel and Jerold Panas wrote the book, “Power Questions: Build Relationships, Win New Business, and Influence Others,” and say that after years of bigger is better, now we have to regroup and really connect with clients and build that “trusted relationship” again.
“In this post-Madoff era of unpredictability and suspicion, people are looking for deeper, more intimate and more engaged relationships—the kind that reduce risks,” says Sobel. “This is true of customers but also vendors, employees and other business partners.