Knock Their Socks Off
Understanding a potential major donor’s ‘perceptual position’ can help you build rapport and secure the gift.
Perceptual positions is a more technical and sophisticated way to discuss something we all know is important — how to understand someone else’s point of view in a given situation. By understanding the other person’s preferred point of view, you can:
- build rapport more easily with different people;
- frame your own interests in a way that appeals to them; and
- anticipate possible objections, and possibly answer them.
Three positions
There are three main perceptual positions to be aware of:
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