Making The Ask

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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.

Business Technology

Asking for Money
How to open their wallets

Noam Kostucki

Wants appreciation for job Direct
done – but does not want to Direct Results-oriented
be condescended to Task oriented Loves change and
Decides after evaluation Thinking challenge
May be self-critical Decides quickly
Concerned with ideas and Risk taker
principles Seeks solutions
Logical Can be hasty

Process Challenge

Pessimistic Optmistic
Introverted Extraverted

People Creative
Nice
Can be slow to
change Fun
Avoids Enthusiastic
confrontation and Optimistic
conflict Unstructured
Wants harmony Indirect Can be mischievous
Likes to know People oriented Forms opinions from
motivations Feeling feelings
Intuitive People-oriented

Noam Kostucki
www.linkedin.com/in/noamkos

Connect on

Text

Old school...
nkostucki@dsc.org.uk
020 7391 4861

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Making The Ask

1. Asking for Money How to open their wallets Noam Kostucki

3. You know it all!

4. Sell me a car

5. Features

6. Benefits

7. Your best buy of 2009

8. Asking the right questions

10. Motivations & Values

11. VAK

12. Wants appreciation for job Direct done – but does not want to Direct Results-oriented be condescended to Task oriented Loves change and Decides after evaluation Thinking challenge May be self-critical Decides quickly Concerned with ideas and Risk taker principles Seeks solutions Logical Can be hasty Process Challenge Pessimistic Optmistic Introverted Extraverted People Creative Nice Can be slow to change Fun Avoids Enthusiastic confrontation and Optimistic conflict Unstructured Wants harmony Indirect Can be mischievous Likes to know People oriented Forms opinions from motivations Feeling feelings Intuitive People-oriented

13.

14. How do they feel?

15. How do they feel?

16.

17. Noam Kostucki www.linkedin.com/in/noamkos Connect on Text Old school... nkostucki@dsc.org.uk 020 7391 4861

Making The Ask

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