From the course: Cause Selling: The Secret to Nonprofit Donations
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Summary questions
From the course: Cause Selling: The Secret to Nonprofit Donations
Summary questions
- Have you ever felt understood? Wouldn't you agree that it is one of the best experiences in the world? Today, I'm going to walk you through how summarizing helps prospective donors feel understood so your conversations feel more worthwhile and productive. The last thing you want is for prospective donors to shut down, stop listening and feel frustrated if they don't feel understood in a conversation. Summarize your comments every so often during your conversation. Summarizing shows you are listening carefully and care about what the donor is saying. You can summarize by making statements or asking questions. Either way is powerful because they cause prospects to think, see and consider your interpretations of the situation. I'm going to give you an example of how summarizing can be used effectively. This conversation is between a CEO and a fundraiser. The CEO says the company may not be able to host an in-house blood…
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