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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.
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Asking for MoneyHow to open their wallets
Noam Kostucki
You know it all!
Sell me a car
Features
Benefits
Your best buy of 2009
Asking the right questions
Motivations & Values
VAK
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
How do they feel?
How do they feel?
Noam Kostuckiwww.linkedin.com/in/noamkos
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