For the next several months my blog will focus on the attitudes, behaviors and knowledge that makes a great salesperson. I believe that there are fundamental qualities of a great salesperson. When you master those and apply them purposely you are successful. Let’s begin with the foundation on which to build a great sales career:…
I’m blogging about the similarities between professional selling and volunteer fundraising. Professional selling and volunteer fundraising have similar processes. Previous blog posts on volunteer fundraising and selling covered the importance of getting a meeting, preparing for the meeting, how to handle the first meeting and asking for the donation. Just as when a professional salesperson…
I’m looking at the similarities between professional selling and volunteer fundraising. Professional selling and volunteer fundraising have similar processes. In both cases getting a meeting is the most important step. During the first meeting the successful fundraiser finds out the passion the donor would have for the program and puts the donor at ease by…
I’m looking at the similarities between professional selling and volunteer fundraising. After setting the date and preparing for the donor visit fund raisers are ready to meet the donor. Just like a well-planned sales call, the fund raiser has an agenda for the meeting. First he builds rapport then moves on to learning what drives…
I’m looking at the similarities between professional selling and volunteer fundraising. The first step was to schedule a visit with the donor. Now you are off to visit the donor. Just like great salespeople know asking good questions and learning from the answers is the purpose of a sales meeting; likewise, the fundraiser is interested…
In this series of blogs I’m looking at the similarities between professional selling and volunteer fundraising. Great salespeople know the first step is to convince the prospect to meet with you. Likewise in fundraising, getting a visit with the donor is the first step. I’m reading the book “Asking” by Jerold Panas. In chapters Seven,…
After retiring from 45 years as a successful professional salesperson, I thought I could contribute to my community by helping organizations with their fundraising. Not having much experience in fundraising I wondered how different asking people to support a valuable community organization was than asking someone to make a purchase. I was surprised to find…
Did you ever take a look in the maintenance bay of an auto repair shop? See all those large toolboxes? One at every workstation. They contain the tools a mechanic needs to do his job. Like the mechanic, great salespeople have a “toolbox”. It’s a collection of the attitudes, behaviors and knowledge a salesperson needs…
