Knock Their Socks Off
Understanding a potential major donor’s ‘perceptual position’ can help you build rapport and secure the gift.
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Bernard Ross
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I took her into my office, sat her down and asked, “Yuen, don’t you feel bad about coming into work late every day?” I expected her be embarrassed and hoped she would be contrite. Instead she was apparently merely puzzled and said, “No.”
Clearly, approaching the challenge through Position 1 wasn’t going to have the desired effect. So I changed tack: “Yuen, how do you think I feel when I get into work early with a full schedule, and then make excuses for you being late?”
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Bernard Ross
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