Knock Their Socks Off
Understanding a potential major donor’s ‘perceptual position’ can help you build rapport and secure the gift.
POSITION 1: This is the way you experience the world — the perspective you have on any given situation regardless of others’ views and opinions. Position 1 is where you hold your values, beliefs, experiences and prejudices. At best, by being clear about Position 1 you can understand what it is that you want in any situation and be assertive about your needs. At its worst, a perspective wholly based on Position 1 is self-centred and selfish, taking no account of anyone else’s point of view.
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