Andrew Sobel

Jerold Panas

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 help you win new business and dramatically deepen your professional and personal relationships. 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. In Power Questions you’ll discover: The question that stopped an angry executive in his tracks The sales question CEOs expect you to ask versus the questions they want you to ask The question that will radically refocus any meeting The penetrating question that can transform a friend or colleague’s life A simple question that helped restore a marriage 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.

Build Relationships, Win New Business, and Influence Others

Power Questions

26 Irrefutable Laws for Building Extraordinary Relationships

Power Relationships

sizing up the attributes board members, volunteers, and staff must cultivate to secure big gifts

The fundraiser's measuring stick

Interviews with 50 great fundraisers, along with a comprehensive survey of over 3,000 fund raisers, inform you about which qualities in fund raising are innate, which can be learned, and how to use this information right away. A self-appraisal helps you determine your fund-raising strengths and weaknesses.

Born to Raise

Sizce potansiyel bir müşteri en çok neden etkilenir? Yeni tanıştığınız biri üzerinde nasıl kalıcı bir etki bırakabilirsiniz? Genel inanca göre, bir işte başarılı olmanın yolu zeki ve hazırcevap olmaktan geçer ve başkalarını bize çeken şey doğru yerde doğru şeyi söylemektir. Ancak Güçlü Sorular’ın açıkça gösterdiği gibi, sorulacak doğru soruyu bilmek aslında cevapları bilmekten çok daha önemli. Bu kitapta, Steve Jobs’un Macintosh kişisel bilgisayarını geliştirirken tek bir motive edici soruyla nasıl çığır açmayı başardığını göreceksiniz. *** Kitap, yazar ve diğer yayınlarımızdan haberdar olmak için internet sitemizi ziyaret edebilir, Beyaz Yayınları'nı sosyal medya hesaplarımızdan takip edebilirsiniz. beyazyayinlari.com facebook.com/beyazyayin instagram.com/beyazyayin

Kariyerinizde ve Hayatınızda Başarıya Ulaşmanıza Yardımcı Olacak 337 Temel Soru

Güçlü Sorular

It ranks right up there with public speaking. Nearly all of us fear it. And yet it is critical to our success. Asking for money. It makes even the stout-hearted quiver.But now comes a book, Asking: A 59-Minute Guide to Everything Board Members, Staff and Volunteers Must Know to Secure the Gift. And short of a medical elixir, it's the next best thing for emboldening you, your board members and volunteers to ask with skill, finesse … and powerful results.Jerold Panas, who as a staff person, board member and volunteer has secured gifts ranging from $50 to $50 million, understands the art of asking perhaps better than anyone in America. He knows what makes donors tick, he's intimately familiar with the anxieties of board members, and he fully understands the frustrations and demands of staff.He has harnessed all of this knowledge and experience and produced a landmark book.What Asking convincingly shows – and one reason staff will applaud the book and board members will devour it – is that it doesn't take stellar sales skills to be an effective asker. Nearly everyone, regardless of their persuasive ability, can become an effective fundraiser if they follow a few step-by-step guidelines.You have to know your cause, of course, and be committed to it. But, as important, you have to know how to get the appointment, how to present your case, how to read your donor's words, how to handle objections, how to phrase your request, and even what behaviors to avoid.

A 59-minute Guide to Everything Board Members, Volunteers, and Staff Must Know to Secure the Gift

Asking

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.

Jerold Panas

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