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gifts
helps
improve
major
nonprofit
practical
prepare
presentation
professionals
report
resource
scott
skills
solicitation
soliciting
stevensonformat
tips
Product details
- ISBN 9781118693070
- Weight: 142g
- Dimensions: 216 x 279mm
- Publication Date: 09 Jul 2013
- Publisher: John Wiley & Sons Inc
- Publication City/Country: US
- Product Form: Paperback
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Originally published by Stevenson, Inc., this practical resource helps nonprofit professionals improve presentation skills; prepare effective solicitation teams; and train staff, volunteers and board members on the ask. It also gives expert advice on approaching donors for major gifts, tailoring individual proposals, and improving efforts to solicit major gifts.
Important topics covered include:
- Closing techniques
- Donor communication
- Overcoming call reluctance
- The science of asking questions
- Negotiation skills
- Setting the ask amount
- Dealing with objections and refusals
- Prospect conversation starters
- Major gifts advisory committees
- Listening skills tips
- Decision delays
- Upselling
- Corporate solicitation
- Gift proposals
- Sales skills
- Evaluating prospects
Please note that some content featured in the original version of this title has been removed in this published version due to permissions issues.
Scott C. Stevenson is the editor of Making the Ask: 149 Tips for Soliciting Major Gifts, published by Wiley.
