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.

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

14. How do they feel?

15. How do they feel?

17. Noam Kostucki
www.linkedin.com/in/noamkos
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nkostucki@dsc.org.uk
020 7391 4861