Knock Their Socks Off
Understanding a potential major donor’s ‘perceptual position’ can help you build rapport and secure the gift.
None of the positions is inherently better than the others. But it’s important to know that individuals tend to have a preference for dealing with situations in one of the three positions: Some people frame everything in terms of their own point of view; some constantly talk about how others perceive them; and some talk about their experience as though it was a movie they were watching.
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