Description

Book Synopsis

Originally published by Stevenson, Inc., this practical resource helps nonprofit professionals improve presentation skills; prepare effective solicitation teams; and train staff, volunteers and board members on the ask. It also gives expert advice on approaching donors for major gifts, tailoring individual proposals, and improving efforts to solicit major gifts.

Important topics covered include:

  • Closing techniques
  • Donor communication
  • Overcoming call reluctance
  • The science of asking questions
  • Negotiation skills
  • Setting the ask amount
  • Dealing with objections and refusals
  • Prospect conversation starters
  • Major gifts advisory committees
  • Listening skills tips
  • Decision delays
  • Upselling
  • Corporate solicitation
  • Gift proposals
  • Sales skills
  • Evaluating prospects

Please note that some content featured in the original version of

Making the Ask

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    A Paperback / softback by Scott C. Stevenson

    £49.50

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    RRP £55.00 – you save £5.50 (10%)

    Order before 4pm today for delivery by Fri 13 Nov 2026.

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      Book details

      Publisher John Wiley & Sons Inc
      Published 9 July 2013
      ISBN-13 9781118693070
      978-1118693070
      ISBN-10 1118693078

      Description

      Book Synopsis

      Originally published by Stevenson, Inc., this practical resource helps nonprofit professionals improve presentation skills; prepare effective solicitation teams; and train staff, volunteers and board members on the ask. It also gives expert advice on approaching donors for major gifts, tailoring individual proposals, and improving efforts to solicit major gifts.

      Important topics covered include:

      • Closing techniques
      • Donor communication
      • Overcoming call reluctance
      • The science of asking questions
      • Negotiation skills
      • Setting the ask amount
      • Dealing with objections and refusals
      • Prospect conversation starters
      • Major gifts advisory committees
      • Listening skills tips
      • Decision delays
      • Upselling
      • Corporate solicitation
      • Gift proposals
      • Sales skills
      • Evaluating prospects

      Please note that some content featured in the original version of

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