Page 33 - RW204 WW-01.0919-Seminar-Share the Cause Share the Difference_Neat
P. 33
RECRUITING SKILLS
How can we identify feelings and needs when You could join, do this part time and
they are not stated openly? see… I’m sure you will be surprised.
or
We kindly ask the other person. When we do, You could join, dedicate yourself to this
it is important to connect a feeling to a need, as for some time and then evaluate the
the need is what counts. We can use a question results… I’m sure you will be surprised.
like: Are you... [FEELING] because you want...
[NEED]? For example:
Are you worried [FEELING] because Identifying feelings and needs out loud might
you would like to be sure that you not be appropriate in all situations, but it is
can keep your house [NEED]? helpful to do it silently in order to create a
connection, make a better, more suitable
If our guess is wrong, the other person will proposal and keep moving things forward.
correct it, and we will learn more about their
feelings and needs.
Needs are universal. Everybody can relate Recruiting is hard, but so is the decision to join,
4
to needs, although they may have different for many people. Take a moment to remember
priorities. Needs are also always positive: they what it was like for you. It is likely that you did
are about what we and others want, not about not make a snap decision. You probably thought
what we or others do not want. For example: about it and you maybe talked about it with a
loved one before confirming. You may have felt
I want stability. [A NEED] overwhelmed by the novelty, the information
I don’t want chaos/instability. [NOT A NEED] and the initial process.
It takes some practice to be able to identify
someone else’s feelings and needs, and sometimes So, as you go through the process with your
prospects, be understanding. This does not mean
even our own! Yet, it is very rewarding practice
because it helps to create more meaningful and you should give up recruiting them; it means
lasting connections with others. And direct that when you are trying to recruit them, you
selling, more than other industries, is about should keep their best interest at heart. Listen to
creating and maintaining connections! your prospects’ needs and issues and respond by
providing the type of information that is needed
in the amount that is needed: keep it accurate,
What happens after you have identified relevant and on point.
feelings and needs?
You can offer options to solve the prospect’s
issues. Offering options after identifying feelings
and needs increases the chance that one of them
will be heard and maybe accepted, because the
other person felt heard first. For example, a
possible option to follow up on the exchange
above could be:
4 For a list of needs, as well as lists of feelings when needs are met and when needs are not met see Appendix 4.
EXERCISES 22-23 RW204.01.0919 33
