The truth only comes from digging below the surface answers and discovering
the underlying thought patterns that influence choice and behaviour.
It comes from the subconscious mind, this is where genuine understanding
of the subject matter emerges and the real insights for organisations
are gained.
How? Going beyond the surface answers i.e. the first things that come
to mind, or the ‘polite’ answer. Question techniques that
elicit and then work with the core values and beliefs that a person
holds. Careful observation and testing of responses to ensure the truth
is revealed.
Why? Understanding how your product or service links to a person’s
values and beliefs, and essentially at what level, is truly powerful
knowledge and what makes the difference for clients.
- For example are you a transient brand for them?
- Do they really believe in the brand and are therefore willing
to buy into the culture and ethos?
- Do they eagerly await your next offering or are they likely to
have moved on?
“When dealing with people remember that you are not dealing
with creatures of logic but creatures of emotion.” Dale Carnegie |
