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Power Questions

Author: Andrew Sobel
Publisher: John Wiley & Sons
ISBN: 1118218493
Size: 48.15 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

Author: Andrew Sobel
Publisher: John Wiley & Sons
ISBN: 1118119630
Size: 66.82 MB
Format: PDF
View: 5733
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"An arsenal of powerful questions that will transform every conversationSkillfully 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"--Provided by publisher.

Power Questions

Author: Andrew Sobel
Publisher: John Wiley & Sons
ISBN: 1118218477
Size: 47.80 MB
Format: PDF, ePub, Docs
View: 3685
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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.

Questions That Sell

Author: Paul Cherry
Publisher: AMACOM
ISBN: 0814438717
Size: 72.61 MB
Format: PDF, Kindle
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Ask the questions-and get the sale. As a salesperson your product knowledge is extensive, but that's not enough. If you fail to ask the right questions-the ones that uncover a customer's real needs-you will never close the deal. Questions that Sell reveals advanced questioning techniques that will help you sell your products or services based on value to the customer, rather than price-and increase your success rate as a result. Packed with powerful examples, exercises, and hundreds of sample questions for a wide range of buyer interactions, the revised and updated second edition now includes new material on how to: Use questions to qualify prospects (without insulting them) * Discover hidden customer needs and motivations * Raise delicate questions * Overcome stalls * Reinvigorate a stale relationship * Soothe anxious buyers * Accelerate the decision process * Upsell and cross-sell so you no longer leave money on the table * Prospect for new business * Pose intriguing questions to position yourself as a thought-leader on social media * Turn social media contacts into active sales leads * Identify dead-end opportunities * Secure referrals * And more Success is yours for the asking. Smart questioning will get you there.

Ask More

Author: Frank Sesno
Publisher: AMACOM
ISBN: 0814436722
Size: 56.77 MB
Format: PDF, Docs
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An Emmy-award-winning journalist reveals how to ask the QUESTIONS that make a difference. What hidden skill links successful people in all walks of life? What helps them make smart decisions? The answer is surprisingly simple: They know how to ask the right questions at the right time. Questions help us break down barriers, discover secrets, solve puzzles, and imagine new ways of doing things. But few of us know how to question in a methodical way. Emmy-award-winning journalist and media expert Frank Sesno aims to change that with Ask More. From questions that cement relationships, to those that help us plan for the future, each chapter in Ask More explores a different type of inquiry. By the end of the book, you’ll know what to ask and when, what you should listen for, and what you can expect as the outcome. Packed with illuminating interviews, the book explains: How the Gates Foundation used strategic questions to plan its battle against malaria How turnaround expert Steve Miller uses diagnostic questions to get to the heart of a company’s problems How NPR’s Terry Gross uses empathy questions to dig deeper How journalist Anderson Cooper uses confrontational questions to hold people accountable How creative questions animated a couple of techie dreamers to brainstorm Uber Both intriguing and inspiring, Ask More shows how questions convey interest, feed curiosity, and reveal answers that can change the course of both your professional and personal life.

Become The Real Deal

Author: Connie Dieken
Publisher: John Wiley & Sons
ISBN: 1118755057
Size: 31.67 MB
Format: PDF, ePub, Docs
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Become the real deal and you’ll become the leader you’re meant to be. If you want to make change in your organization and in your world, and advance your own career, you need to become a person who can effectively influence others to take action. When looking to bring about organizational change of any kind, the main skill required is influence. Nothing will help your cause more than being able to effectively influence others to take action. Become the Real Deal presents a modern and practical approach to leadership that yields unlimited dividends for leaders at all levels. Author Connie Dieken calls these dividends your Return on Influence® (ROI). You’ll discover your own Centers of Influence through a series of visual dashboards and learn how to capitalize on these Centers of Influence to become the powerful, purposeful authority you’re meant to be. Readers will learn how to override personal influence-killing tendencies, such as narcissism, anxiety, long-windedness, silence, social façades, and invisibility. Connie Diekenis the country’s foremost Fortune 500 communication coachan executive coach to the world’s top brands, an Emmy award winning former TV news anchor, reporter, and inductee of the Radio/Television Broadcasters Hall of Fame. For anyone seeking to be the “real deal,” this book uncovers the strengths and skills you need to gain influence and lead your organization to success.

Real Influence

Author: Mark Goulston
Publisher: AMACOM Div American Mgmt Assn
ISBN: 081442015X
Size: 32.69 MB
Format: PDF, ePub
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The authors argue against the aggressive selling of ideas and instead emphasize listening, genuine engagement and commitment to a lasting business relationship in order to get someone to come around to one's way of thinking.

Bringing Out The Best In People

Author: Aubrey C. Daniels
Publisher: McGraw Hill Professional
ISBN: 0071367691
Size: 21.27 MB
Format: PDF, ePub
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The classic bestseller on performance management is updated to reflect changes in today's working environment. When an employer needs to know how to gain maximum performance from employees, renowned behavioral psychologist--Aubrey Daniels is the man to consult. What has made Daniels the man with the answers? His ability to apply scientifically based behavioral stimuli to the workplace while making it fun at the same time. Now Daniels updates his ground-breaking book with the latest and best motivational methods, perfected at such companies as Xerox, 3M, and Kodak. All-new material shows how to: create effective recognition and rewards systems in line with today's employees want; Stimulate innovations and creativity in new and exciting ways; overcome problems associated with poorly educated workers; motivate young employees from the minute they join the workforce.

The Trusted Advisor Fieldbook

Author: Charles H. Green
Publisher: John Wiley & Sons
ISBN: 1118085647
Size: 11.51 MB
Format: PDF, Docs
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Readers will find answers to pervasive questions about trust and leadership--such as how to develop business with trust, nurture trust-based relationships, build and run a trustworthy organization, and develop a trust skill set. This pragmatic workbook delivers everyday tools, exercises, resources, and actionable to-do lists for the wide range of situations a trusted advisor inevitably encounters.