Carr Communications 
P.O.  Box 1400
Rolla, Missouri 65402
573-265-8615
Fax: 573-265-6035
carrcom@rollanet.org


Direct Solicitation Obstacles
 or
 Development Director Killers

    1. Lack of enthusiasm for your product 

    2. Inadequate research and/or preparation 

    3. Eagerness to sell your product before selling yourself 

    4. Becoming ego involved instead of maintaining "game playing" mode 

    5. Misperceptions and assumptions due to poor listening and missing visual cues 

    6. Taking a defensive posture 

    7. Lack of communicating the positive nature and benefits of your product 

    8. Being anything but totally honest in the presentation and in responses to prospects' inquiries 

    9. Poor print support materials 

    10. Overcoming Objections 

    11. Inadequate closure