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    Handling Objections and Closing The Gift

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    Danielle Buenavista
    1) Objections are opportunities to better understand the donor's motivations and needs rather than expressions of resistance. 2) Objections often surface because donors may have personal or financial circumstances or commitments the solicitor is unaware of. 3) When donors express objections, it is important to listen actively, ask open-ended questions to clarify, restate what you hear, and find areas of acceptance rather than immediately countering objections. 4) The relationship with the donor should be kept as the top priority when dealing with objections.

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    Handling Objections and Closing The Gift

    Uploaded by

    Danielle Buenavista
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    1) Objections are opportunities to better understand the donor's motivations and needs rather than expressions of resistance. 2) Objections often surface because donors may have personal or financial circumstances or commitments the solicitor is unaware of. 3) When donors express objections, it is important to listen actively, ask open-ended questions to clarify, restate what you hear, and find areas of acceptance rather than immediately countering objections. 4) The relationship with the donor should be kept as the top priority when dealing with objections.

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    SaturdayPlenary-ArthurCriscillis-ClosingtheGift

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    1) Objections are opportunities to better understand the donor's motivations and needs rather than expressions of resistance. 2) Objections often surface because donors may have personal or financial circumstances or commitments the solicitor is unaware of. 3) When donors express objections, it is important to listen actively, ask open-ended questions to clarify, restate what you hear, and find areas of acceptance rather than immediately countering objections. 4) The relationship with the donor should be kept as the top priority when dealing with objections.

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    6 views9 pages

    Handling Objections and Closing The Gift

    Uploaded by

    Danielle Buenavista
    1) Objections are opportunities to better understand the donor's motivations and needs rather than expressions of resistance. 2) Objections often surface because donors may have personal or financial circumstances or commitments the solicitor is unaware of. 3) When donors express objections, it is important to listen actively, ask open-ended questions to clarify, restate what you hear, and find areas of acceptance rather than immediately countering objections. 4) The relationship with the donor should be kept as the top priority when dealing with objections.

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    HANDLING OBJECTIONS AND CLOSING THE GIFT

    Academic Library Development and Advancement Network May 19-22, 2007 Banff, Alberta

    Dr. Arthur L. Criscillis


    Partner Alexander Haas Martin & Partners

    Objection Expression of hesitancy, concern or resistance in response to a gift request.


    Objections are opportunities to better understand the donors motivations and needs. As such, the expression of an objection brings you closer to securing a gift.

    I.

    Why Objections Surface During Solicitations


    You rarely know all of the issues until you ask for a gift Personal circumstances Financial circumstances Other outstanding commitments Relative priority of organization

    You are asking Not necessarily the prime time Not necessarily their time You are asking people to stretch Relates to amount Relates to time

    II.

    Potential Reponses to Your Request


    Yes Thank the donor Confirm the details Leave Follow-up immediately Widen the circle of appreciation

    No the Ultimate Objection? Listen actively to understand rationale Restate concern(s) expressed Probe to determine the nature of No No to project No to amount No to time No, never Probing may lead to objections surfacing and negotiations beginning

    Ill think about it Affirm and interpret Question and probe Likely to lead to objections and negotiations Expression of an objection MisinformationFacts MisunderstandingOutside Authority ApprehensionExample Real ObjectionBlock It Off

    III. Principles for Dealing with Objections


    Listen actively and carefully. Ask open ended questions to clarify the issues and concerns. Restate what you hear. Summarize the positives that led you to solicit. Find areas of acceptance/enthusiasm. Know the parameters within which you are working. Keep the relationship at the forefront.

    IV. Close
    If/then Would you/Could you?

    V.

    Final Words
    There are no magic bullets. It really is about the donor. Dont win the battle and lose the war.

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