Sunday, October 25, 2009

Understanding Needs vs. Developing Wants

I have been teaching & coaching sales professionals for over 25 years about the art of understanding needs. While that skill will always be a critical part of every human interaction, I have been neglecting possibly the most important human emotion: Want.

We all know what we need to do... but the one thing that holds most of us back is wanting the end result enough to actually do something. When we truly want something, we learn the information… develop the skills & behavior… ignore the fear… and work hard & long enough to get it.

In addition to understanding needs, we must focus on developing wants in order to help others (and ourselves) be more successful.

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