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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Again I’d hoped for some awareness of my feelings. But again there was genuine puzzlement. Yuen didn’t do Position 2 either.
I had one final try: “Yuen, imagine Claire [a close friend and respected colleague] was listening to us having this conversation. What would she say?”
There was a pause — a sudden dawning realization. “Well,” Yuen said, “she might say that it wasn’t fair that you have to take my calls.”
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Bernard Ross
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