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



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Power Questions Build Relationships Win New Business and Influence

Jerold Panas
Jerry is Executive Partner of Jerold Panas, Linzy & Partners, one of the
world's most highly regarded firms in the field of fundraising services and
financial resource development. His firm has served more than 2,500 client
institutions since its founding in 1968. Jerry's clients comprise many of the
foremost not-for-profit institutions in the world. They include every major
university, museum, and health-care center in the United States.
Internationally, Jerry has advised organizations as diverse as the University
of Oxford, the American Hospital in Paris, and Nuestros Pequeños
Hermanos in Mexico, the largest orphanage in the world.
Jerry is the author of 13 popular books, including the all-time bestsellers
Asking and Mega Gifts. He is founder and chairman of the board of the
Institute for Charitable Giving, one of the most significant providers of
training in philanthropy.
Because of the prominence of the firm and the impact of Jerry's writing,
few have had a greater influence in the history of the profession. He is a
favorite speaker at conferences and workshops across the United States. He
gives more than 50 keynote speeches a year with a variety of titles,
including Shaking the Money Tree; Be the Best You Can Be; The Magic
Partnership; Listen!; and I Hear a Gift, Aim High. He can be reached at
http://jeroldpanas.com
.

Document Outline

  • Cover
  • Praise for Power Questions
  • Title Page
  • Copyright
  • Dedication
  • The Power Questions
  • Chapter 1: Good Questions Trump Easy Answers
  • Chapter 2: If You Don'tWant to Hit Bottom, Stop Digging the Hole
  • Chapter 3: The FourWords
  • Chapter 4: When the Sale Is Stuck
  • Chapter 5: Mission Isn't Important. It's Everything
  • Chapter 6: Get Out of Your Cave
  • Chapter 7: Begin at the Beginning
  • Chapter 8: Start Over
  • Chapter 9: You Can Overcome Anything If You Understand Why
  • Chapter 10: In a Hushed Moment
  • Chapter 11: Is This the Best You Can Do?
  • Chapter 12: No Gorilla Dust
  • Chapter 13: Bury the Clichés
  • Chapter 14: Don't Let Anyone Steal Your Dreams
  • Chapter 15: Silence Can Be the Best Answer
  • Chapter 16: The Greatest Teacher
  • Chapter 17: Push Open the Flood Gate
  • Chapter 18: The Essence of Your Job
  • Chapter 19: A Tempest-Tossed Topic
  • Chapter 20: The Road Taken
  • Chapter 21: Who Do You Say I Am?
  • Chapter 22: That Special Moment in Life
  • Chapter 23: Your Plans or Their Plans?
  • Chapter 24: Never Look Back Unless You Plan to Live ThatWay
  • Chapter 25: How to Stop the Snorting
  • Chapter 26: Dig Deeper. Deeper. Still Deeper
  • Chapter 27: Always Faithful
  • Chapter 28: I Used to Be Indecisive—But Now I'm Not Sure
  • Chapter 29: Blah Blah Blah
  • Chapter 30: Why Is This Day Different?
  • Chapter 31: Never Too Late
  • Chapter 32: Take Stock of Your Life
  • Chapter 33: The Heart of the Matter
  • Chapter 34: Capture the Moments
  • Chapter 35: The Awe andWonder of the Power Question
  • Not Just for Sunday
  • 293 More Power Questions
  • About the Authors

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