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Share the Cause, share the Difference
By listening, you will be able to offer your Applied to recruiting, this means that people
prospect two very valuable things: rarely join a “company.” They join a “way” to
meet a deeper need, for example a need for
1. the right type of information - the belonging or another one of the seven needs
information that speaks to their need(s); mentioned in this seminar. If you know and
understand that need, you will be able to
2. the right amount of information - not too present the Cause and the Difference in ways
little not too much. that connect with your prospect.
Issues, feelings, needs and proposals Similarly, if you can understand the need that
is underneath an issue that your prospect has,
Really listening requires letting go of our you will be able to work with your prospect
thoughts and judgments, and focusing only on towards a solution that works for him or her.
the other person. But what should we listen for? For example:
In order to connect with people, we should listen EXPRESSED ISSUE: I don’t know how long
for their needs. Everything we do and say is the I can pay my mortgage.
expression of and an attempt to meet a need.
However, often needs are not stated openly or POSSIBLE FEELINGS: anxious, worried.
clearly. Many people tend to state more issues
and feelings. Issues and feelings are on the POSSIBLE NEED stability (knowing they
surface, while needs lie deeper underneath. UNDERNEATH can pay their mortgage
THE ISSUE: and secure a home
for their family).
FEELINGS
Issues
NEED
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