Power Questions

Build Relationships, Win New Business and Influence Others

by Andrew Sobel, Jerold Panas

4.4(946 ratings)

10 min read

Brief overview

This book shows how carefully crafted questions can break barriers and bring people together in meaningful ways. It explores how genuine curiosity, empathetic listening, and personal reflection turn ordinary exchanges into transformative ones, both in business and in life.

Introduction

Questions can shift a conversation from routine to meaningful. By inquiring into someone’s story, asking what they value, or simply saying “Can you tell me more?” you create bonds that go deeper than ordinary small talk. Instead of focusing on clever answers, this approach places curiosity at the center of every interaction.

In the pages ahead, you’ll see how a single question can spark self-discovery, push someone to do their best work, or reveal hidden motivations. By understanding question-driven methods, you’ll learn to deepen connections, whether with a colleague, client, or friend, and leave a memorable impression.

This overview unpacks ways to use question-asking as a lever for empathetic understanding. Each chapter highlights how questions encourage us to listen, guide meaningful exchanges, and transform how people feel about us. The best part? You don’t have to be an expert interviewer—just genuinely curious and willing to listen.

A thoughtful question often matters more than any brilliant answer you can give.

Asking the Right Questions

One of the core messages in these lessons is that a thoughtful question can hold more power than a statement. An answer might conclude a topic, but a question can spark new paths of conversation. In business, for instance, asking “What parts of your work do you wish you could do less of?” can unearth insights a mere presentation never could.

A notable example is the story of a banker who met a client for lunch yet barely asked about his goals. She learned nothing of his concerns—missing a golden chance to build rapport or tailor her products. Simply inquiring, “What inspires your direction right now?” might have led to a deeper bond and possible new ideas.

Strong questions also demonstrate humility. Instead of leading with your credentials, try: “How did you get started?” and watch the conversation flow. This approach invites people to reflect on their journey and fosters genuine connection. When others feel heard, they are more open to your ideas, creating a healthier two-way dialogue.

When you stop talking and ask a question, you hand the spotlight to the other person—and that’s where trust begins.

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What is Power Questions about?

"Power Questions: Build Relationships, Win New Business and Influence Others" by Andrew Sobel and Jerold Panas is an insightful exploration of how the right questions can transform simple interactions into powerful dialogues. This book unravels the art of question-asking, emphasizing how the most compelling questions are not about extracting information but about building trust, forming meaningful connections, and prompting introspection. Its core message is practical yet profound: by honing the skill of asking thought-provoking questions, individuals can forge deeper relationships both in personal and professional arenas.

At its heart, "Power Questions" advocates for an empathetic approach—one that listens and learns. It stresses the importance of crafting questions that not only clarify but enrich interactions, aiming to connect rather than assuming or dictating. The book integrates principles from various fields, including the famous Drucker's Five Core Questions, offering actionable techniques to break through conversational barriers and facilitate open, insightful dialogue. This makes it an indispensable tool for anyone looking to boost persuasive communication skills and foster authentic engagement.

The wider impact of "Power Questions" extends beyond direct answers; it challenges readers to see dialogue as an arena for self-reflection and genuine interpersonal growth. By employing this approach, readers are encouraged to dismantle habitual thinking patterns and instead engage in exchanges that stimulate curiosity, understanding, and shared knowledge. Whether you're a business professional, a team leader, or simply seeking to improve personal relationships, this book delivers practical wisdom and transformative insights.

Review of Power Questions

"Power Questions" stands out as a masterful guide in navigating the labyrinth of communication with finesse and purpose. What makes this book particularly compelling is its nuanced exploration of the often-overlooked art of question-asking. Sobel and Panas elucidate how the right question can dismantle barriers, reveal hidden motives, and significantly improve relational dynamics both in and out of the workplace. The gift of this book lies in its capacity to teach readers not only what questions to ask but why they warrant asking.

The book’s strengths are found in its comprehensive yet accessible approach. Structured around real-life anecdotes and practical examples, "Power Questions" offers an engaging narrative while grounding lessons in realistic scenarios. It masterfully expands on how simple inquiries can become catalysts for change, delving into scenarios like improving team interactions or navigating difficult client meetings. Moreover, Sobel and Panas provide a hands-on approach to mastering these techniques, ensuring readers can apply the methodologies in their respective spheres effectively.

The authors succeed in crafting an accessible book, allowing readers to easily grasp its concepts regardless of prior knowledge or expertise in communication strategies. Despite tackling profound themes, the writing remains approachable and friendly, encouraging readers from diverse backgrounds to appreciate the art of strategic questioning. Recommended for those who seek to elevate their understanding of dialogue beyond superficial exchanges, "Power Questions" advocates for genuine authenticity and a relentless pursuit of deeper engagement. A must-read for anyone determined to transform how they connect with others.

Who should read Power Questions?

Business Leaders: To improve leadership communication, foster team cohesion, and develop genuine professional relationships.
HR Professionals: For utilizing thoughtful queries in talent acquisition and resolving workplace conflicts.
Sales and Marketing Teams: To engage potential clients creatively, enhancing rapport and driving meaningful sales conversations.
Educators and Coaches: To stimulate critical thinking and encourage reflective learning in classrooms or training settings.
Individuals Focused on Personal Growth: To build trusting relationships and foster introspection essential for personal development.

About the author

Andrew Sobel and Jerold Panas are the co-authors of "Power Questions: Build Relationships, Win New Business and Influence Others". Andrew Sobel is a renowned expert in business relationships, with over 30 years of experience and numerous bestselling books, including "Making Rain" and "Clients for Life". Jerold Panas was a leading figure in fundraising and financial resource development, with over 40 years of experience and 20 books to his credit, including the highly acclaimed "ASKING". He was the founding partner of Jerold Panas, Linzy & Partners and received several prestigious awards, including the Lifetime Achievement Award for his contribution to philanthropy and fundraising in 2013.