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CONTENTS Acknowledgments Preface Introduction 1 Influence-What It Is and Why You Need It in Your Fundraising Part I: Passion 2 Focusing Your Passion-Intelligently 3 Understanding Donor Motivations Part II: Proposal 4 Making Your Case Part III: Preparation 5 Shaping Outcomes 6 Building Self-Confidence-The Inner Game of Influence Part IV: Persuasion 7 Building Rapport 8 Speaking the Language of Influence 9 Understanding Their Point of View-Perceptual Positions Part V: Persistence 10 Helping Donors Say "Yes" 11 Dealing with Objections 12 Conclusion Appendices Appendix A: Accessing Eye Cues Appendix B: Using Richer Language Appendix C: Translating Your Case-Matching Preferences in Proposals Appendix D: Influencing in a Group Glossary Bibliography Index
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