Page 18 - RW205.01.0819 WW-Seminar-The Perfect Presentation
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The Perfect Presentation
How can we identify feelings and needs when For example:
they are not stated openly?
I want stability. (A NEED)
We kindly ask the other person. When we do, I don’t want instability. (NOT A NEED)
it is important to connect a feeling to a need, as
the need is what counts. We can use a question It takes some practice to be able to identify
like: Are you... (feeling) because you want... someone else´s feelings and needs, and
(need)? sometimes even our own! Yet, it is very
rewarding practice because it helps to create
For example: more meaningful and lasting connections
with others. And direct selling, more than
Are you worried (feeling) because you other ways of selling, is about creating and
would like to be sure that you can pay for the maintaining connections!
product (need)?
What happens after you have identified
If our guess is wrong, the other person will feelings and needs?
correct it, and we will learn more about their
feelings and needs. A few more examples of You can follow up with a proposal. Making a
communication that demonstrate listening proposal after identifying feelings and needs
from the heart are offered in table on the next increases the chance that the proposal will be
page. heard and maybe accepted, because the other
person felt heard first. For example, a possible
Needs are universal. Everybody can relate proposal to follow up on the exchange above
2
to needs, although they may have different could be:
priorities. They are also always positive: they are
about what we and others want, not about what Would it help to know that you can make low
we or others do not want. monthly payments?
I DON’T HAVE
MONEY.
Identifying feelings and needs out loud might
WOULD IT HELP TO not be appropriate in all situations, but it is
KNOW THAT YOU
CAN MAKE LOW helpful to do it silently in order to create a
MONTHLY PAYMENTS?
connection, make a better, more suitable
proposal and keep moving things forward.
2 For a list of needs, as well as lists of feelings when needs are met and when needs are not met, see Appendix.
18 RW205 WW.1205.01.0819 EXERCISES 3-5
