Power Questions | Build Relationships, Win New Business, and Influence Others | Book Review
Andrew Sobel and Jerold Panas’ book is a terrific reference book every Academy Leadership affiliate should have and personally organize for effective and frequent usage. POWER QUESTIONS is a catalog of stories, each answering a question based on an author experience. The central emphasis is on listening to others after one has asked a powerful question.
Applications to Academy Leadership:
Each of the stories, and corresponding questions, relates to either the Academy Leadership affiliate sales experience, Boot Camp or Leadership Development Program modules, general facilitation, or any combination thereof. At the end of each story, suggestions for the use of each question are offered. End of story pages and application may be mapped as follows:
Page Academy Leadership Affiliate Application
90 Time Management|Coaching
168 Time Management|Goals|Coaching
These are subjective reviewer observations; each of us may emphasize personal application differently. In this particular application mapping coaching appears fifteen times, sales eleven times, goals six times, mentoring five times, motivation and My Leader’s Compass three times, Energize2Lead™, time management, communications and meetings two times, and one instance of facilitation.
Pages 41 and 164 are emphasized for use of a question to restart an engagement, and for the summary of Peter Drucker’s Five Questions In Your Personal Life, respectively. Each of these suggestions is especially powerful and worth reflection.
Additional Thoughts | 293 More Power Questions:
On page 185, 293 additional questions are grouped into nine categories. Two categories of particular relevance are the first Win New Business and the third Coaching and Mentoring Others. The Discussing a Proposal portion of category one, questions 53-66 (narrative on page 189); and Coach and Mentor Others (narrative on page 194) questions 142-168 are particularly good. It may be worthwhile to re-read pages 194 and 195 prior to coaching sessions, extracting relevant questions for each particular session.
JE | May 2012