Power questions: build relationships, win new business, and influence others (Record no. 1396)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 02799 a2200217 4500 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20180910141742.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 180910b ||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9781118119631 |
| Terms of availability | 1675.00 |
| 040 ## - CATALOGING SOURCE | |
| Transcribing agency | IIMV |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 650.13 |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Sobel, Andrew |
| Dates associated with a name | 1955- |
| 9 (RLIN) | 53 |
| 245 ## - TITLE STATEMENT | |
| Title | Power questions: build relationships, win new business, and influence others |
| Statement of responsibility, etc. | by Andrew Sobel and Jerold Panas |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Name of publisher, distributor, etc. | John Wiley and Sons Inc. |
| Date of publication, distribution, etc. | 2012 |
| Place of publication, distribution, etc. | New Jersey |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xi, 205 pages |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | The Power Questions 1<br/>1. Good Questions Trump Easy Answers 3<br/><br/>2. If You Don’tWant to Hit Bottom, Stop Digging the Hole 7<br/><br/>3. The FourWords 13<br/><br/>4. When the Sale Is Stuck 17<br/><br/>5. Mission Isn’t Important. It’s Everything 23<br/><br/>6. Get Out of Your Cave 27<br/><br/>7. Begin at the Beginning 33<br/><br/>8. Start Over 39<br/><br/>9. You Can Overcome Anything If You Understand Why 43<br/><br/>10. In a Hushed Moment 47<br/><br/>11. Is This the Best You Can Do? 53<br/><br/>12. No Gorilla Dust 59<br/><br/>13. Bury the Cliches 63<br/><br/>14. Don’t Let Anyone Steal Your Dreams 69<br/><br/>15. Silence Can Be the Best Answer 73<br/><br/>16. The Greatest Teacher 77<br/><br/>17. Push Open the Flood Gate 83<br/><br/>18. The Essence of Your Job 87<br/><br/>19. ATempest-Tossed Topic 91<br/><br/>20. The Road Taken 97<br/><br/>21. Who Do You Say I Am? 103<br/><br/>22. That Special Moment in Life 109<br/><br/>23. Your Plans or Their Plans? 115<br/><br/>24. Never Look Back Unless You Plan to Live ThatWay 121<br/><br/>25. How to Stop the Snorting 127<br/><br/>26. Dig Deeper. Deeper. Still Deeper 131<br/><br/>27. Always Faithful 135<br/><br/>28. I Used to Be Indecisive—But Now I’m Not Sure 141<br/><br/>29. Blah Blah Blah 145<br/><br/>30. Why Is This Day Different? 149<br/><br/>31. Never Too Late 153<br/><br/>32. Take Stock of Your Life 159<br/><br/>33. The Heart of the Matter 165<br/><br/>34. Capture the Moments 169<br/><br/>35. The Awe andWonder of the Power Question 175<br/><br/>Not Just for Sunday 181<br/><br/>293 More Power Questions 183<br/><br/>About the Authors 203 |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | An arsenal of powerful questions that will transform every conversation<br/>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. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Business communication |
| 9 (RLIN) | 54 |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Panas, Jerold |
| 9 (RLIN) | 55 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Book |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Collection code | Home library | Current library | Shelving location | Date acquired | Source of acquisition | Cost, normal purchase price | Total Checkouts | Total Renewals | Full call number | Barcode | Date last seen | Date last checked out | Cost, replacement price | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Reference | Indian Institute of Management Visakhapatnam | Indian Institute of Management Visakhapatnam | General Stacks | 09/10/2018 | 4 | 1.00 | 3 | 1 | 650.13 SOB | 000867 | 01/13/2020 | 01/06/2020 | 1675.00 | 09/10/2018 | Book |