making the ask

17
Asking for Money How to open their wallets Noam Kostucki

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This is the powerpoint that supported the - Making the Ask - training organized by the Directory of Social Change at the Charity Fair 2010 (http://www.charityfair.org.uk/) ----------The training covers different aspects of asking: benefits vs features, 2 and 3 choices questions, selfless selfishness, communication styles, and building relations.

TRANSCRIPT

Page 1: Making The Ask

Asking for MoneyHow to open their wallets

Noam Kostucki

Page 2: Making The Ask
Page 3: Making The Ask

You know it all!

Page 4: Making The Ask

Sell me a car

Page 5: Making The Ask

Features

Page 6: Making The Ask

Benefits

Page 7: Making The Ask

Your best buy of 2009

Page 8: Making The Ask

Asking the right questions

Page 9: Making The Ask
Page 10: Making The Ask

Motivations & Values

Page 11: Making The Ask

VAK

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IndirectPeople orientedFeeling

DirectTask orientedThinking

OptmisticExtraverted

PessimisticIntroverted

FunEnthusiasticOptimisticUnstructuredCan be mischievousForms opinions from feelingsPeople-oriented

NiceCan be slow to changeAvoids confrontation and conflictWants harmonyLikes to know motivationsIntuitive

Direct Results-orientedLoves change and challengeDecides quicklyRisk takerSeeks solutionsCan be hasty

Wants appreciation for job done – but does not want to be condescended toDecides after evaluationMay be self-criticalConcerned with ideas and principlesLogical

Process

People

Challenge

Creative

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Page 14: Making The Ask

How do they feel?

Page 15: Making The Ask

How do they feel?

Page 16: Making The Ask
Page 17: Making The Ask

Noam Kostuckiwww.linkedin.com/in/noamkos

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