Need + Desire = Change
While touring a remote and habitable Island in the South
Atlantic, we took a tour to observe the Penguins there.
Our driver was a young lady; full of vigor with a
delightfully independent attitude of not necessarily believing
everything she was told.
She had tasted life in another country, and revealed
that she preferred life on the island primarily because of the freedom
and the relatively easy life style.
Jobs however, were hard to get.
I asked her what she wanted to do and she gave what
appeared to be an un-ambitious answer about being a driver with one of
the tour companies.
So I gently pressed and asked what would she do if she
could anything, and failure was not an option… in other words, what was
her passion if she had any.
She replied she would love to be a mechanic and lit up
as she talked about it.
It appeared she needed to spend a vocational year off
the island to go to college and after that go into an apprenticeship.
She had the time and resources to do this.
Her light started dimming and almost went out when I
asked her a powerful Solution Question which was simply, “What have
you done or what are you doing to achieve this dream?” She shrugged
and started making a series of excuses about not taking action.
At that point I backed away and changed the
conversation.
Why? Because sadly, the long and short of it is, she is
likely to do nothing to change her present circumstances… not in the
foreseeable future anyway. And the last thing she needed was for me
to badger her or offer her advice or make suggestions.
The need was there – however… the desire to satisfy the
need wasn’t!
Without desire there is no action and without action
there is no change.
The Clue Was In The Answer To The Solution Question
You'll note that I picked up on this lady's lack of
desire as the result of the Solution Question that I asked.
Solution Questions are part of the Discovering Stage in
the Natural Selling Conversation Framework (I talk more about these
areas in Chapters 6 and 12 of my book "How
To Sell Network Marketing Without Fear, Anxiety or Losing Your Friends!").
I designed the Conversation Framework very carefully. If
you follow the map that it provides, it will help you discover…
-
What someone wants;
-
Why they want it; and
-
Are they prepared to do something about it?
And if someone isn’t prepared to change, you simply bow
out gracefully and move on to find someone who is!
So if you want to…
…it’s vital to establish and cement a persons desire to
change their present circumstances after you have heard the need and
before you present your solution. Look and listen for this vital piece
of information.
Want to get rid of all the techniques, systems and gimmicks simply
by changing the way you think and the way you act on what you think? Choose one of the many convenient options on the
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