To say that I love this book is a gross understatement. Here are my takeaways. But you really should read this book if you hate the word “sales” but love to raise money.
#1 – Accept/Embrace the fact that you are a service person that motivates others… some call this sales (As Tom Suddes says, “you’re in sales… get over it!”)
#2 – Adopt the stance of collaborator because you’re not really selling anything— you are giving people opportunities
#3 – Adopt the stance of problem identifier/problem finder
#4 – Adopt the stance of interrogator – ask lots of questions because questions trump statements
#5 – Adopt the stance of listener
#6 – Be clear (and “Short”) when you speak
#7 – Practice telling stories
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