Knock Their Socks Off
Understanding a potential major donor’s ‘perceptual position’ can help you build rapport and secure the gift.
POSITION 3: This is about stepping out from an internal perspective and observing the interaction of both parties from the outside. This position is sometimes described as objective. James Ury in his book “Beyond Yes or No” describes it as “the balcony.” This detached position lets you weigh up both points of view and maybe decide which has the stronger merit. Unfortunately, such detachment also can mean being unable to decide either way or seeming detached.
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