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9781118119631

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

by ;
  • ISBN13:

    9781118119631

  • ISBN10:

    1118119630

  • Edition: 1st
  • Format: Hardcover
  • Copyright: 2012-02-07
  • Publisher: Wiley
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Summary

An arsenal of powerful questions that will transform every conversation Skillfully redefine problems. Make an immediate connection with anyone. Rapidly determine if a client is ready to buy. Access the deepest dreams of others. Power Questions sets out a series of strategic questions that will transform your effectiveness with others. The book showcases thirty-five riveting, real conversations with CEOs, billionaires, clients, colleagues, and friends. Each story illustrates the extraordinary power and impact of a thought-provoking, incisive power question. To help readers navigate a variety of professional challenges, over 200 additional, thought-provoking questions are also summarized at the end of the book. The insights in Power Questions include: Want to refocus a client conversation? Ask, What's the most important thing we should be discussing today? Want to connect deeply? Ask the startlingly simple, What are your dreams? Want to learn how someone became the person they are? Ask, How did you get your start? Want to understand a client's deepest motivations? Ask, Why do you do what you do? Does someone need a push to excel? Ask, Is this the best you can do? When you use power questions, you magnify your professional and personal influence, create intimate connections with others, and drive to the true heart of the issue every time.

Author Biography

Andrew Sobel is the leading authority on client relationships and the skills and strategies required to earn enduring client loyalty. His books include the award-winning All for One (Wiley) and the bestselling Clients for Life. He has been featured in the Harvard Business Review, the New York Times, and USA Today. Andrew helps companies and individuals build their clients for life. Visit www.AndrewSobel.com.

Jerold Panas is the world's leading consultant in philanthropy and the CEO of Jerold Panas, Linzy & Partners, the largest consulting firm in the world for advising nonprofit organizations and foundations on fundraising. Jerry is the author of thirteen bestselling books, including Asking and Mega Gifts. He works directly with CEOs, boards, and development professionals around the world. Visit www.JeroldPanas.com.

Table of Contents

The Power Questionsp. 1
Good Questions Trump Easy Answersp. 3
If You Don't Want to Hit Bottom, Stop Digging the Holep. 7
The Four Wordsp. 13
When the Sale Is Stuckp. 17
Mission Isn't Important. It's Everythingp. 23
Get Out of Your Cavep. 27
Begin at the Beginningp. 33
Start Overp. 39
You Can Overcome Anything If You Understand Whyp. 43
In a Hushed Momentp. 47
Is This the Best You Can Do?p. 53
No Gorilla Dustp. 59
Bury the Clichésp. 63
Don't Let Anyone Steal Your Dreamsp. 69
Silence Can Be the Best Answerp. 73
The Greatest Teacherp. 77
Push Open the Flood Gatep. 83
The Essence of Your Jobp. 87
A Tempest-Tossed Topicp. 91
The Road Takenp. 97
Who Do You Say I Am?p. 103
That Special Moment in Lifep. 109
Your Plans or Their Plans?p. 115
Never Look Back Unless You Plan to Live That Wayp. 121
How to Stop the Snortingp. 127
Dig Deeper. Deeper. Still Deeperp. 131
Always Faithfulp. 135
I Used to Be Indecisive-But Now I'm Not Surep. 141
Blah Blah Blahp. 145
Why Is This Day Different?p. 149
Never Too Latep. 153
Take Stock of Your Lifep. 159
The Heart of the Matterp. 165
Capture the Momentsp. 169
The Awe and Wonder of the Power Questionp. 175
Not Just for Sundayp. 181
293 More Power Questionsp. 183
About the Authorsp. 203
Table of Contents provided by Ingram. All Rights Reserved.

Supplemental Materials

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