Employ "selling" technique to generate planned gifts.
When you are soliciting planned gifts, you are using the basic tools of selling. The step-by-step methodology used by this author does all those things a good approach should: it motivates, directs the donor to buy, and educates him in the needs of the product, i.e., the institution.
D005376:Financial Management / Q000379:methods*; D005653:Fund Raising / Q000379:methods*; D010934:Planning Techniques; D014481:United States