Recently, our class had the privilege of hosting Jason Burtt, a Senior Major Gifts Officer at Grove City College. His talk offered a fresh perspective on “non-sales selling” and focused on creating meaningful value for others. A central theme in his discussion was value creation, and how it relates to creating legacy opportunities for alumni. His mindset going into “sales” calls with alum reflects his belief in what he is selling, and the value that he knows it can create. He says “nos” are rarely permanent and he treats them as a “not yet”. This kind of mindset encourages patience and persistence, reminding us that successful engagement comes from understanding others’ needs. Getting in the door and starting meaningful conversations requires preparation and humility. He stressed the importance of finding common ground with the people you engage. His example of this was connecting with Mr. Winklevoss by bringing up the fraternity they were both apart of, which opened the door to more meaningful conversations. Being a part of meaningful conversations requires you to listen more than you speak. He also added that learning to serve the other party first is what landed him large donors. The majority of donors have already built personal success and now they want to build significance. When you add value to someone’s life through support or connection, they naturally want to give back. This principle extends beyond alumni relations and is a universal truth found in professional and personal relationships. He closed off his talk with a biblical perspective on stewardship emphasizing that we are not ultimate owners of what we have but stewards. Whether its money, talent or relationships, recognizing that everything we manage is entrusted to us changes how we approach interactions. In this sense, selling becomes an act of service rather than self interest.<\/p>\n","protected":false},"excerpt":{"rendered":"
Recently, our class had the privilege of hosting Jason Burtt, a Senior Major Gifts Officer at Grove City College. His talk offered a fresh perspective on “non-sales selling” and focused on creating meaningful value for others. A central theme in his discussion was value creation, and how it relates to creating legacy opportunities for alumni. […]<\/p>\n","protected":false},"author":3251,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-13547","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/13547","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/3251"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=13547"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/13547\/revisions"}],"predecessor-version":[{"id":13558,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/13547\/revisions\/13558"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=13547"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=13547"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=13547"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}