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

1. Good Questions Trump Easy Answers 3

2. If You Don’tWant to Hit Bottom, Stop Digging the Hole 7

3. The FourWords 13

4. When the Sale Is Stuck 17

5. Mission Isn’t Important. It’s Everything 23

6. Get Out of Your Cave 27

7. Begin at the Beginning 33

8. Start Over 39

9. You Can Overcome Anything If You Understand Why 43

10. In a Hushed Moment 47

11. Is This the Best You Can Do? 53

12. No Gorilla Dust 59

13. Bury the Cliches 63

14. Don’t Let Anyone Steal Your Dreams 69

15. Silence Can Be the Best Answer 73

16. The Greatest Teacher 77

17. Push Open the Flood Gate 83

18. The Essence of Your Job 87

19. ATempest-Tossed Topic 91

20. The Road Taken 97

21. Who Do You Say I Am? 103

22. That Special Moment in Life 109

23. Your Plans or Their Plans? 115

24. Never Look Back Unless You Plan to Live ThatWay 121

25. How to Stop the Snorting 127

26. Dig Deeper. Deeper. Still Deeper 131

27. Always Faithful 135

28. I Used to Be Indecisive—But Now I’m Not Sure 141

29. Blah Blah Blah 145

30. Why Is This Day Different? 149

31. Never Too Late 153

32. Take Stock of Your Life 159

33. The Heart of the Matter 165

34. Capture the Moments 169

35. The Awe andWonder of the Power Question 175

Not Just for Sunday 181

293 More Power Questions 183

About the Authors 203