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Power Questions

Author: Andrew Sobel
Publisher: John Wiley & Sons
ISBN: 1118218493
Size: 54.99 MB
Format: PDF, ePub
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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.

Power Questions To Win The Sale

Author: Andrew Sobel
Publisher: John Wiley & Sons
ISBN: 1118651103
Size: 47.67 MB
Format: PDF
View: 6407
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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.

Rapport

Author: Gabriel Angelo
Publisher: Seisnama
ISBN:
Size: 69.59 MB
Format: PDF, Docs
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Discover The Unspoken Language For Universal Unity How To Connect With People To Build And Maintain Meaningful Relationships! What is that one thing we all crave from other people? It's instinctive first felt from our parents. It's intrinsic in how it affects our moods and behaviors around others. It's intricate in how it's formed and how we experience it. We are all born wanting to connect! Since birth, we crave that connection with friends, families, and others. Without it we can't properly function and lose our way that cause personal problems with ourselves and relationship problems with the world around us, which lead to emotional as well as physical consequences affecting our health and well-being, becoming victim of loneliness, depression, and unfulfillment. Goes without saying, we get a stronger sense of happiness, self-worth, and purpose in our lives when we are connected with others through "rapport." Having connections also have additional amenities: strong alliance support to progress through life or in times of need, better professional opportunities and faster career advancements, and larger social circle to enjoy a more enriching life. Yet the challenge is getting that rapport with another person which doesn't always come naturally, if it even occurs. Rather than "you'll know you have rapport with somebody when you feel it" - how about triggering it at will so you can connect with anybody you meet? "Rapport" goes in full-depth with everything you need to know about rapport and how to create it: * An Extensive Close Look at the Secret and Science of Rapport throughout Different Conducted Studies and Scholarly Researches. * Proven Rapport Building Techniques and Behaviors Explained in Thorough Details and How to Do Them to Build Rapport. * Take Rapport to Relationship with Friends/Families, Romantic Partners/Spouses, and Co-workers/Bosses. * Practical Applications and Strategies to Generating and Maintaining Rapport at Work, Home, and within Social Life. * The Different Ways to Practice Building Rapport Everyday with Hands-on Activities and Simple Exercises. ...and much more, for the most complete comprehension on rapport. If you're lacking in connections or having problem connecting with people and establishing relationships, you can't afford not to be able to create rapport with others. Know how to use the art of rapport to improve your life.

World Class Communication

Author: Virgil Scudder
Publisher: John Wiley & Sons
ISBN: 1118282973
Size: 10.57 MB
Format: PDF, ePub, Docs
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Proven advice for communicating effectively before the media, customers, employees, and investor relations Many executives focus too narrowly on the financial side of their business and neglect the importance of communicating with their employees, the media, and the public. World Class Communication equips you with crisis lessons, procedures, and examples that could help your company save millions of dollars through proper preparation and response. The must-have book every CEO needs, World Class Communication is packed with examples of good and bad handling of countless situations and expert instruction on how to manage them without breaking into a sweat. Reveals the keys to successful shareholder communication Tips for winning in the media—every time out Expert tips for developing powerful public speaking techniques Discover how to rally employee support and performance through communication There is a great, and often irrational, fear of the media among CEOs, with too few executives truly knowing how to deliver a message effectively in an interview. World Class Communication delivers the necessary tools and techniques you need to communicate your message to your target audience—from shareholder meetings to corporate communications to handling crises.

The Introvert Entrepreneur

Author: Beth Buelow
Publisher: Penguin
ISBN: 069819523X
Size: 80.72 MB
Format: PDF, ePub, Mobi
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A practical guide to help introverts harness their natural gifts and entrepreneurial spirit Think you have to be loud and brash to be successful in business? Think again. The strengths and traits of the typical introvert lend themselves well to entrepreneurship, as well as “intrapreneurship” and a range of business roles. In The Introvert Entrepreneur, professional coach Beth Buelow shows readers how to harness their natural gifts (including curiosity, independence, and a love of research) and counteract their challenges (such as an aversion to networking and self-promotion). She addresses a wide range of topics --from managing fears and expectations and developing a growth mindset to networking, marketing, leadership skills, and community-building--informed by interviews with introverts who have created successful businesses without compromising their core personality. Filled with fresh insights and actionable advice, this essential guide will support anyone who’s striving to make a difference in a loud and chaotic world. From the Trade Paperback edition.

The Introvert Entrepreneur Deluxe

Author: Beth Buelow
Publisher: Penguin
ISBN: 1101992646
Size: 46.74 MB
Format: PDF, Mobi
View: 5995
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In this deluxe edition, listen to author Beth Buelow’s interviews with entrepreneurs in a range of fields, offering even more insight into how introverts can grow their businesses while staying true to themselves. A practical guide to help introverts harness their natural gifts and entrepreneurial spirit Think you have to be loud and brash to be successful in business? Think again. The strengths and traits of the typical introvert lend themselves well to entrepreneurship, as well as “intrapreneurship” and a range of business roles. In The Introvert Entrepreneur, professional coach Beth Buelow shows readers how to harness their natural gifts (including curiosity, independence, and a love of research) and counteract their challenges (such as an aversion to networking and self-promotion). She addresses a wide range of topics --from managing fears and expectations and developing a growth mindset to networking, marketing, leadership skills, and community-building--informed by interviews with introverts who have created successful businesses without compromising their core personality. Filled with fresh insights and actionable advice, this essential guide will support anyone who’s striving to make a difference in a loud and chaotic world.

Beyond Referrals How To Use The Perpetual Revenue System To Convert Referrals Into High Value Clients

Author: Bill Cates
Publisher: McGraw Hill Professional
ISBN: 0071791663
Size: 32.74 MB
Format: PDF, Mobi
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More Introductions! More Appointments! More Clients! You face four hurdles to gaining new clients: finding enough of the right prospects, getting their attention, making the sale, and multiplying your clients through referrals. While referrals are important, they're not the endgame. Beyond Referrals helps you turn referrals into introductions, appointments, and sales--showing you how to turn referrals into introductions to the prospects who are eager to hear from you. Then, you'll learn proven ways to convert a high percentage of prospects into high-value clients. "Bill's referral system is being used throughout our company because the results are undeniable. He has truly revolutionized the way our advisors are acquiring new clients through referrals. This book will turbocharge your client acquisition!" -- JOE JORDAN, Senior Vice President, MetLife "Beyond Referrals is a gold mine of value-based, profit-creating information. Utilizing Bill's Perpetual Revenue System, we learn that obtaining the referral is only the first step in an ongoing and very profitable cycle." -- BOB BURG, coauthor of The Go-Giver and author of Endless Referrals "Beyond Referrals explains how to avoid leaving money on the table from what I call the 'second sale.' You can read this book and double your business, or you can merely work twice as hard. That's not much of a choice." -- ALAN WEISS, PhD, author of Million Dollar Consulting and Million Dollar Referrals This is the ultimate blueprint for converting referrals into clients." -- Ivan Misner, PhD, New York Times bestselling author and founder of BNI

It S Not Just Who You Know

Author: Tommy Spaulding
Publisher: Crown Business
ISBN: 0307589153
Size: 47.20 MB
Format: PDF, Mobi
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In It’s Not Just Who You Know, Tommy Spaulding—the former CEO of Up With People—has written the new How to Win Friends and Influence People for the twenty-fist century. Success—in business and in life—is all about relationships. In this powerful guide to reaching out to others, Spaulding takes Dale Carnegie’s classic philosophy to the next level—how to create lasting relationships that go well beyond mere superficial contacts and “second floor” relationships. Tommy Spaulding learned at a very young age that he was not destined to be an academic star. He may have gotten a 4.0, but only if he added his high school and college GPAs together. The reason he found academics so challenging, he discovered later, is that Tommy is dyslexic. But his dyslexia didn’t hold him back—in fact, it helped him to develop the talents he did have. For Tommy is a natural leader; he realized early on that he had a unique ability to connect with others, whatever their age or background. As a teenager, he was given a copy of How to Win Friends and Influence People by his father, and it quickly became his bible. He became a national finalist for the DECA Entrepreneurial Business competition in high school, and ran successfully for senior class president. He went on to become the CEO of Up With People, one of the largest nonprofit international leadership organizations in the world. At every step, Tommy learned that the secret to getting ahead was reaching out for the support and insight and influence of others. None of us achieve great success alone. We need the help of other people. In this candid, revealing book, Tommy expands upon the principles that Dale Carnegie outlined 75 years ago, and shows us how to take them one step further to accomplish the impossible in our lives and careers. To invite others to be genuine partners in our lives and success, Tommy explains, you have to first be interested in other people. It’s not just who you know, or what they can do for you, but what you can do for them. Motives matter. Establishing a deeper connection is about authenticity, not manipulation. Reciprocity, not selfishness. Every relationship is a two-way street; we never know when a chance encounter can change the direction of our life. In the bestselling tradition of Dale Carnegie’s classic, It’s Not Just Who You Know shows how each and every one of us can use the power of netgiving—of helping others—to expand our world and achieve our goals, and make a difference in our job, our career, and our community. From the Hardcover edition.