Preface.

Introduction.

1. Influence—What It Is and Why You Need It in Your Fundraising.

Part I Passion.

2. Focusing Your Passion—Intelligently.

3. Understanding Donor Motivations.

Part II Proposal.

4. Making Your Case.

Part III Preparation.

5. Shaping Outcomes.

6. Building Self-Confidence—The Inner Game of Influence.

Part IV Persuasion.

7. Building Rapport.

8. Speaking the Language of Influence.

9. Understanding Their Point of View—Perceptual Positions.

Part V Persistence.

10. Helping Donors Say ‘‘Yes’’.

11. Dealing with Objections.

12. Conclusion.

Appendix A Accessing Eye Cues.

Appendix B Using Richer Language.

Appendix C Translating Your Case—Matching Preferences in Proposals.

Appendix D Influencing in a Group.

Glossary.

Bibliography.

The Authors.

Index.