Want to know what motivates donors to give big gifts? There is an easy way to find out. Ask them. That is what Jerold Panas did for his book, Mega Gifts: Who Gives Them, Who Gets Them. Rather than speculate about what prompted so and so to give $25,000, or $100,000 or $1,000,000, Panas rang them up and said, Can I come talk with you? Admittedly, that is easy for Panas who knows practically everyone save Benedict XVI. Panas winnowed his questions down to the most revealing: what prompts you to give, what about the person soliciting you is important, what do you look for in an organization, what immediately turns you off, to what extent do the board and CEO matter to you, how does an organization keep you giving, and a handful of others. The donors are surprisingly candid, which makes Mega Gifts a bit naughty, and what they say will unquestionably alter your approach to major gifts. And do not depair if you are aiming to solicit the Pope. Panas recently dined with the Archbishop of Canterbury, so he is clearly working his way up.

Mega Gifts

Business & Money

Panas, Jerold

Economics

Taylor Trade Publishing

Born to Raise: What Makes a Great Fundraiser; What Makes a Fundraiser Great

Management & Leadership

Official Fundraising Almanac: Facts, Figures, and Anecdotes from and for Fundraisers

Precept Pr

PRESENTATIONS TESTIMONIALS CONTACT Boardroom Verities book cover BOARDROOM VERITIES Hard Cover Size: 5.75"x8.75" Pages: 238 $40.00 USD ORDER NOW Taken from website: A Celebration of Trusteeship With Some Guides and Techniques to Govern By We guarantee that once you've read this book, you'll want to give a copy to every member of your board. Boardroom Verities is a celebration of trusteeship. It looks at why men and women are willing to join boards and give their time, compassion, and commitment. This book presents eighty time-tested truths that govern board membership. They appear in a series of brief chapters, based on interviews with over 100 men and women who are trustees. Some of these Directors are famous names you will quickly recognize. Others are average men and women, much like the fifteen million across the country who serve on the boards of organizations just like yours. Verities covers virtually every aspect of what it takes to have a healthy, vital board and effective trustee. It describes how to maintain each trustee's focus on the passion of the cause. There are nine characteristics of a motivated and disciplined board, and some of the consequential factors that make an institution great. Boardroom Verities is a must-have for yourself and your organization.

Boardroom Verities

Excel

Computers & Technology

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: <ul>
<li>The question that stopped an angry executive in his tracks</li> <li>The sales question CEOs expect you to ask versus the questions they want you to ask</li> <li>The question that will radically refocus any meeting</li> <li>The penetrating question that can transform a friend or colleague’s life</li> <li>A simple question that helped restore a marriage</li> </ul>
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: Build Relationships, Win New Business, and Influence Others 1st edition by Sobel, Andrew, Panas, Jerold (2012) Hardcover

Sobel, Andrew

Industries

wiley

The guide to listening, building trust, and selling what the buyer wants Everyone sells―in every aspect of your life and no matter what your profession. Supremely Successful Selling describes the art of selling that helps the buyer understand the value and appeal of a product for their personal life or for their business. Replete with stories of some of the greatest sales people in the country, this book teaches you how to listen more than talk, become an ethical ambassador for your product, and understand that everything in life is selling. You'll learn how to take the fear out of asking, the ten actions to avoid, and the most powerful incentives that sell your product. <ul>
<li>Offers proven advice on how to get the appointment</li> <li>Shares the "Three Magic Questions" that engage a prospect</li> <li>Explains how to overcome objections, the power of the "Magic 7 Minutes," and the Four Es that make a great Sales person</li> </ul>
Jerold Panas is one of the nation's leading consultants and a platform personality of note. He is the author of thirteen bestselling books and manages one of the largest consulting firms in the world for advising organizations and foundations on philanthropy. Let Jerry teach you how to ask questions, listen, build trust, and get to a "Yes."

Supremely Successful Selling: Discovering the Magic Ingredient

Marketing & Sales

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: <ul>
<li>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.</li> <li>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</li> <li>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. </li> <li>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.”</li> </ul>
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.

Power Relationships: 26 Irrefutable Laws for Building Extraordinary Relationships

Business Culture

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