"Do you need to N?"
let N be a VERB.
The more control you have over the verb the better. .
What is NEEDED in sales?
this itself could be a book on sales
This goes beyond the classic funnel so perfectly that it's worth learning for all sales people... wow.
"I need you to X"
We tend to respond to each other's NEEDS if it's within our ability to do so.
"I need to ask you..."
- Will you wake up?
- Will you pay attention?
- Will you comprehend what I am telling you here?
- Will you get interested in what we are doing?
- Will you desire to join us?
- Will you decide to join us?
- Will you act?
- Will you be satisfied?
- Will you commit?
- Will you be one of us?
What we need from you
- We need you to wake up.
- We need you to pay attention.
- We need you to comprehend what we are telling you.
- We need you to get interested in what we are doing.
- We need you to desire to join us.
- We need you to decide to join us.
- We need you to act.
- We need you to be satisfied.
- We need you to commit.
- We need you to be one of us.
We need to bond with each other.
It's what we need most in life, to bond with others. It's why I'm reading all these books, to learn about how and why we need to bond with one another.
Do you know what you need to do?
Arguably we rarely know what we need to do. If we do know what we need to do, and we aren't doing it, we don't understand what we know. If we understand what we know, we are closer to actually doing it. However, unless we OBEY our understanding we won't ACT on our understanding. Therefore,
To OBEY is to ACT on what we UNDERSTAND.
to DESIRE is not yet to NEED.
We desire what we can't have all the time. We easily desire the impossible. I'd like to suggest that we need to rework our desires into needs so that we get what we desire.
You'll need ABILITIES to get GOALS.
See your GOAL as a function of ABILITIES YOU WILL NEED.
You WOULD VALUE what you NEED.
What is VALUABLE is what is NEEDED.
If you'd pay for it in a second, it's probably because you need it.
"Do you need X?"
Even figuring out what we need is valuable to us. We need to figure out what we need. So when we get a gentle suggestion about what we might need and are given an opportunity to think about it and then say to ourselves, *hmmm... maybe... yeah... what have you got?" then we get into the cycle of commitment...