Best Selling Books by Andrew Sobel

Corporate clients are demanding more value from their external advisors, and consolidating their business around a smaller number of firms. These trends are forcing a variety of service providers—from consulting firms to large banks—to confront a series of difficult challenges: How do we create an ‘all-for-one, one-for-all’ culture in which the whole is greater than the sum-of-the-parts and we succeed in leveraging our global network to deliver value to clients?" How do we mobilize the right people, resources, and ideas—across a multitude of organizational and geographic boundaries—into each and every client relationship?" How do we evolve from a trusted advisor to a trusted partner and build multi-year, institutional relationships? All for One answers these questions with an innovative and comprehensive model for developing enduring, institutional client relationships—what Andrew Sobel refers to as Level 6 Trusted Client Partnerships. It offers readers ten specific strategies that are thoroughly supported by case studies, best practices from leading firms, and implementation tools. The individual professional is principally responsible for five of these strategies, while the firm—the institution—must support and drive the other five. When you successfully execute against all ten of these building blocks, you develop long-term, professional-client partnerships that provide great value to the client and high levels of personal satisfaction and profitability for the service provider.

World-renowned client relationship authority shows you how to dramatically grow your business by mastering fourteen critical client development challenges Andrew Sobel, author of the international bestsellers Clients for Life and Power Questions, offers a proven,100-day plan for conquering 14 tough client development challenges and growing your client base in any market conditions. He’s encapsulated 25 years of unique research, including personal interviews with over 8000 top executives and successful rainmakers, into a practical roadmap for winning more new clients and growing your existing relationships. You’ll learn specific strategies to move confidently and predictably from a first meeting to a signed contract, and discover the agenda-setting techniques that create a steady stream of sole-source business. You’ll master the art of reframing client requests, leading to broader, higher-impact engagements. You’ll dramatically sharpen your ability to ask the powerful questions that can transform your client relationships. And, you’ll learn to develop advisory relationships with influential C-suite executives. Andrew illustrates each weekly challenge with real-life examples drawn from thousands of executive meetings. He shares success strategies from having grown and led three highly successful professional service businesses. Andrew has taught these strategies to over 50,000 professionals around the world, and they’re now available to you in this highly readable, portable masterclass. Whether you are early in your career and need a comprehensive guide to grow your client base from the ground up or are a seasoned practitioner who wants to accelerate your business growth, It Starts With Clients will take you to the next level.

Professionals who work with clients or large accounts can create lifetime relationships based on these well-researched secrets. Based drawing from extensive interviews with client executives, Making Rain offers a series of provocative insights on how to shed the expert-for-hire label and develop long-term advisory relationships. Exploding the popular myth of the "Rainmaker," a dated and dysfunctional figure that clients no longer welcome, Andrew Sobel argues that any professional can learn to "make rain" on an ongoing basis with existing clients by developing a special set of skills, attitudes, and strategies. These innovative tips and techniques from a recognized leader in the field of professional services will enable any consultant, salesperson, or service professional to create enduring client loyalty.

Use the power of questions to deepen and grow your client relationships The right question can shift a conversation from the analytical to the emotional, from the details to the big picture, and from the past to the future. The result? Deeper client knowledge, more intimate relationships, and a clear understanding of how you can add more value. Power Questions to Build Clients for Life shows how to use strategic questions to implement nine essential clients-for-life strategies. You’ll learn: How to select the right clients to begin with Growth strategies to broaden your relationships Techniques for building personal relationships with your clients Powerful questions to help you connect in the C-Suite Ten questions you must ask your clients every year in order to assess your relationship health Power Questions to Build Clients for Life gives you both the strategies and the key questions to develop trusted partnerships with your most important clients.

Use the power of questions to accelerate your sales process and gain client commitment. Skillfully build rapport. Establish your credibility. Uncover a client’s issues. Determine if your prospect is really ready to buy. Get commitment to a next step. Power Questions to Win the Sale provides specific strategies and techniques to help you successfully manage the most common challenges in sales. For each step in the sales process, it gives you a series of thoughtful questions that will help you rapidly turn a contact into a client. Drawing on the author’s bestselling Power Questions, this short e-book shows you how to: Sequence your agenda and use questions at the right moments in the sales process Establish yourself as an expert through credibility-building questions rather than slide presentations Draw out the client’s agenda of essential priorities and goals Position your proposal to win by meeting eight key preconditions before you submit it Unblock a sale that is stalled Power Questions to Win the Sale is a practical roadmap for balancing advocacy and inquiry during the sales process and winning new business more consistently and confidently.

The Relationship Laws that Drive Success There are powerful but invisible laws that determine whether your relationships —with your clients, colleagues, and friends—will thrive or wither. These relationship laws are ever-present. When you align with them, the results are dramatic. Your network will grow rapidly. You’ll be seen by clients as a trusted partner rather than an expense to be managed. And you’ll find the people around you eager to help you succeed. When you ignore the laws, however, your efforts will falter. Relationship building will seem like very hard work. Power Relationships gives readers a unique, entertaining guide to relationship success at work and in life. Each of the 26 laws is illustrated and explained using a compelling, real-life story that shows how to implement it. The second section of the book presents 16 common relationship challenges with specific solutions. You’ll read about: The top Citigroup executive whose relationship with a CEO was changed forever on a business trip that exploded into chaos, and how you can use the same principle to deepen your own relationships. The philanthropist who, on the verge of being mugged in a dark parking lot, learns how his actions have had an unimaginable ripple effect across several generations How one of the authors flew halfway around the world and used Law 18—“Make them curious”—to turn a make-or-break, five-minute meeting with a top executive into a long-term relationship. The chance encounter on an airplane with a famous actor that revealed a simple but profound truth. It’s Law 25: “Build your network before you need it.” Sobel (author of Clients for Life, All for One, and Power Questions (with Panas)) and Panas (author of Asking and Supremely Successful Selling) have sold over half a million books and are the leading authorities in their field. Power Relationships is a unique, road-tested guide to relationship success.

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★亞馬遜書店「溝通技巧類」暢銷榜 No.1 ★52週雄踞美國商業書暢銷榜 問對問題，比答對答案更有威力！ 成功的人懂得提問，瞎忙的人只顧回答。 問對問題，才能創造機會，一開口就為自己贏得好結局。 33種情境 × 9類需求 打通職場、人際、人生的挑戰 每種需求面面俱到！ 不知道怎麼問，沒關係， 337個中英對照句子，只要照著問就好。 讓你跟誰開口都沒問題！ 想知道如何讓產品賣得更好？ 該如何跟盛怒下的老闆溝通？ 想瞭解怎麼跟任何人都聊得來？ 很多人表現平庸，不是不夠優秀，而是不懂得創造機會。 適切的提問有如萬靈丹，瞬間贏得好感，幫助你建立好關係。 本書作者索柏是美國《紐約時報》、《富比士》、《商業週刊》等媒體競邀的人際溝通專家，著作被譯成18國語言。他指出，善用發問的力量，可以大幅增強工作效能、改進人際關係，以及提升人生的品質；可以推銷更多的產品、服務與構想；甚至還可以激發自己與他人意想不到的潛力，對顧客、同事及朋友發揮更大的影響力。 他以實際生活案例，呈現出好問題如何改變對話的內容以及局勢，並且說明活用各種好問題的方法與時機。 例如： ‧ 對客戶提案，當對方請你介紹你們公司時，你可以問： 「你想了解我們公司哪些方面？」 What would you like to know about us? 弄清楚別人想知道什麼，才能避免答非所問。 ‧ 碰到老闆盛怒狂飆同事，想幫同事解圍，你可以適時插一句： 「你希望他們改進哪些地方？」 What do you wish they would do more of? 幫助引導改變對話重點，跳脫指責的僵局。 ‧ 想讓對方打開話匣子，說出不輕易對外說的故事，你可以問： 「你是怎麼開始的？」 How did you get started? 這個問題可以觸動對方心底的熱情與快樂。 好問題讓你一開口就掌握優勢，無往不利！ 有感推薦 謝文憲│企業講師╱作家╱廣播主持人 許景泰│SmartM世紀智庫執行長 楊斯棓│方寸管顧首席顧問╱醫師 劉軒│知名作家╱心理導師 林萃芬│諮商心理師 陳鳳馨│News98「財經起床號」節目主持人 楊士範│「關鍵評論網」共同創辦人暨內容長 劉必榮│東吳大學政治系教授╱和風談判學院主持人 名人推薦 「我從事業務工作十二年，廣播主持七年，企業講師十四年，很多人都以為靠的是口才辨給的能力。殊不知，我的工作因為時常必須面對陌生人，為了快速建立關係，產生一定程度的互信基礎，進而能夠引導客戶、聽眾、學員達到我想要的目標與方向，我必須大量使用聆聽與發問技巧，讓對方持續說出我想要的答案。本書利用37種情境的脈絡，讓我的發問邏輯，找到心有靈犀的共鳴點。」－企業講師╱作家╱廣播主持人 謝文憲 「提問是一種藝術，更是一種智慧的展現！從古至今，無論在哪個領域的智者、頂尖高手，都具備『提問力』。舉凡：耶穌、蘇格拉底、愛因斯坦、莎士比亞、彼得•杜拉克、賈伯斯、比爾蓋茲、張忠謀……等，都因懂得提問，帶動發現更多、學的更多，甚至影響了許多人！誠如本書所提的：『問對問題永遠比答對答案更有威力！』我深切的感受，在職場、人際、人生，因為好的提問可以帶來的一連串的好契機。本書已具體證明，問對問題可以帶來一連串的好處，例如：建立信任關係、問出真正關鍵、幫助反思、找到決策關鍵、打開話題、拉近距離、跳出思考框架、認識自己，甚至影響自己與別人一生！ 如果你不知道如何快速學會問對問題的技術，這本書將是你活用提問力、開啟智慧的最佳實戰寶典。」－SmartM世紀智庫執行長 許景泰 「多數人都會在意自己是否能回答難題，顯示自己的知識、智慧和實力，但很少會注意到，其實會問問題（包含在對的時間、問對的人對的問題），可以帶來意想不到的助力。 我在擔任更繁重的管理職位以及主持《馬力歐陪你喝一杯》這個podcast節目之後，才開始意識到這一點。當我問到好問題時，會很明顯的感受到我的同事和上節目的來賓有清楚的回應。相反地，當我沒有問好問題時，在溝通和策略規劃就會遇到障礙。 也因此我認為《好問題建立好關係》這本在國外已經是好陣子暢銷書的著作，非常值得一讀。不管你從事什麼工作，在現代職場上會問問題的威力，有時候遠超出你的想像。如果你不知道該怎麼問問題，不妨先來看看這本書。」－「關鍵評論網」共同創辦人暨內容長 楊士範 「告別耍嘴皮子的花稍，正式進入有系統學習發問的領域，就從這本書開始！」－東吳大學政治系教授╱和風談判學院主持人 劉必榮 「這本書太棒了，不僅一定要讀，還要隨時擺在手邊，因為這些問題的強大威力，可以豐富你人生的每一個階段。」－《一分鐘經理人》（The One Minute Manager）共同作者 肯．布蘭查（Ken Blanchard） 「兩位作者在這本引人入勝的《好問題建立好關係》裡，證明了強而有力的問題，可以把一場平凡談話，轉變成絕佳機遇……非常有幫助的一流好書。」－《環球郵報》（The Globe and Mail） 「《好問題建立好關係》已經成為我的最愛，是我隨身攜帶的商業書。兩位作者精心針對常見的情境，搭配了337個關鍵問題，我一口氣全部讀完，然後不到24小時就運用了其中的問題，敲定演講邀約。」－《富比士》網站（Forbes.com） 「向潛在顧客推銷，不要再用天花亂墜的機智口才。有威力的問題可以讓會議重新聚焦，讓大家不再分心，最後幫助你贏得新生意。」－美國運通網站（American Express.com）夏季十大好書推薦 「我們送人最好的禮物，就是詢問對方的想法，然後用心聽、認真答。兩位作者把這個強而有力的觀念，變成令人信服的實用建議，透過問問題，找出能改變一生的驚喜答案。」－博思艾倫顧問公司（Booz Allen Hamilton）董事長兼執行長 洛夫．史瑞德（Ralph W. Shrader） 「這本書太神奇了，帶給我們強大的觀念衝擊，更帶你觸及一個人的理性與感性。我強力推薦！」西北人壽（Northwestern Mutual）董事長兼執行長 約翰．許利福斯克（John Schlifske） 「《好問題建立好關係》讓人很容易就拿起來讀，卻讓人很難放下它。兩位作者帶給我們紮實的教戰手冊，教我們建立更穩固的人際關係。不論你正在職涯的哪個階段，也不論你是從頭讀到尾，或是為了開會只參考幾頁，這本書都是寶貴的資源。」－高知特科技（Cognizant）執行長 法蘭克．杜澤薩（Frank D''Souza） 「讀這本書就像是在聽CEO、政治人物、宗教領袖和創業家彼此間的精采對話。這本書太有趣了。」－揚雅廣告（Young & Rubicam）全球執行長 大衛．賽伯（David Sable） 「兩位作者提出了發人深省的論點，強調要透過問問題，提出量身打造的建議，然後建立起關係。書中採用大量的例子來闡釋這個觀念。一頁一頁讀下來，他們的立論就愈來愈有說服力。」－駿懋銀行（Lloyds Banking Group）董事長 溫福瑞．畢修夫爵士（Sir Winfried Bischoff）

Hướng dẫn giải quyết những vấn đề về việc xây dựng mối quan hệ với khách hàng bằng cách sử dụng các câu hỏi để thêm gia vị và ý nghĩa cho các cuộc trò chuyện, cũng như thắt chặt hơn các mối quan hệ... để giành được những thương vụ mới, xây dựng mối quan hệ, huấn luyện người khác, khuyến khích cấp lãnh đạo, khuyến khích nhân viên, đánh giá một đề xuất hay ý tưởng mới, cải thiện chất lượng các cuộc họp.