Have you read Daniel Pink’s “To Sell is Human”? It is a great, quick read about the sociology, psychology, and mechanics of selling (defined by Pink as persuasion, rather than pure sales, per se).
The book (check it out here) presents some terrific tactics for increasing effectiveness of moving others. This book is especially valuable for gift officers and others who are learning how to best engage people. Happy reading and would love your thoughts on how you’ve been most effective at persuading people to move toward your cause.