Table of contents for The influential fundraiser : using the psychology of persuasion to achieve outstanding results / Bernard Ross and Clare Segal.

Bibliographic record and links to related information available from the Library of Congress catalog.

Note: Contents data are machine generated based on pre-publication provided by the publisher. Contents may have variations from the printed book or be incomplete or contain other coding.


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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	

Library of Congress Subject Headings for this publication:

Fund raising.