From the course: Cause Selling: The Secret to Nonprofit Donations
Join today to access over 25,300 courses taught by industry experts.
Overcoming resistance
From the course: Cause Selling: The Secret to Nonprofit Donations
Overcoming resistance
- You've heard a variety of reasons why prospects cannot meet with you. Two of the most common ones are some form of, "I'm too busy to meet," "Let's have a phone meeting," or "Instead of meeting, could you just mail me something?" Studies show you are 85% on your way to securing a gift if you can get an initial face-to-face meeting. The best way to handle deflections to meeting in person is to use empathy as you address the donor's concern. In this video, I'm going to share two ways to overcome resistance, which is step six of the six-step telephone track. By overcoming resistance, you'll show prospects you understand their concerns and have a higher chance of scheduling an in-person meeting. One way is to validate and address the prospect's concerns about the duration of the meeting. Help make the meeting feel more manageable and approachable for the prospect. A response to "I'm too busy and don't have time to meet.…
Download courses and learn on the go
Watch courses on your mobile device without an internet connection. Download courses using your iOS or Android LinkedIn Learning app.