The Influential Nonprofit Episode 54: Maryanne Dersch: How To Hear "Yes" Faster And With Less Follow Up
It’s ingrained in our minds that to get someone to do something, you have to convince them into doing it through pitching. However, getting to yes is really rooted in listening and founded in empathy.
There’s a vast difference between sympathy and empathy. Sympathy is like being on the outside or on the top, looking down at the person’s situation while empathy is being there with them, sitting beside them and really trying to understand what they’re going through.
The three D’s that you don’t want to be doing are Deflect, Dismiss, or Deny. These are natural reactions to any objection, story, or concern and it takes practice to be able to choose listening and empathy. Grow your empathy muscle through practice.
Your only job is to allow people to feel seen and heard, don’t worry about what you have to say, don’t worry about your talking points. All you have to do is listen deeply and empathize. Resist the urge to give a quick fix.
“The art of fundraising is about cultivation and relationships and creating an emotional connection with people and within that emotional connection, building trust and building mutual respect. WE don’t do that by pushing and convincing.”
“Sympathy is sort of looking down at someone, empathy is sitting next to them.”
“Believe what people are telling you. You don’t have to agree with it, like it, or see it the same way. All you have to do is empathize. Empathy is a muscle that we learn to grow.”
“The number one need we have in our life is to feel seen, heard, valued, and understood.”
Register now for two live sessions by clicking this link: https://www.courageouscommunication.com/heck-yes