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The influential fundraiser : using the psychology of persuasion to achieve outstanding results

Author: Bernard Ross; Clare Segal
Publisher: San Francisco : Jossey-Bass, ©2009.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:

How to apply the latest developments in psychology and neurology for better fundraising and influencing skills Leading fundraising expert Bernard Ross offers an alternative yet effective model for  Read more...

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Document Type: Book
All Authors / Contributors: Bernard Ross; Clare Segal
ISBN: 9780787994044 0787994049
OCLC Number: 934043281
Description: xxiii, 295 p. ; 24 cm
Contents: Acknowledgments. Preface. Introduction. 1. Influence-What It Is and Why You Need It in Your Fundraising. Part I Passion. 2. Focusing Your Passion-Intelligently. 3. Understanding Donor Motivations. Part II Proposal. 4. Making Your Case. Part III Preparation. 5. Shaping Outcomes. 6. Building Self-Confidence-The Inner Game of Influence. Part IV Persuasion. 7. Building Rapport. 8. Speaking the Language of Influence. 9. Understanding Their Point of View-Perceptual Positions. Part V Persistence. 10. Helping Donors Say "Yes". 11. Dealing with Objections. 12. Conclusion. Appendix A Accessing Eye Cues. Appendix B Using Richer Language. Appendix C Translating Your Case-Matching Preferences in Proposals. Appendix D Influencing in a Group. Glossary. Bibliography. The Authors. Index.
Responsibility: Bernard Ross & Clare Segal.

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