Step 1: Attention have my attention. I want to “You Get attention by focusing on hear what you have to say.” what’s on his/her mind Create a connection by validating his/her feelings and concerns. Step 2: Need agree. I have that need or want.” “I Focus on his/her need. Demonstrate how you share the desire to solve the problem. Create a sense of urgency. Step 3: Satisfaction see your solution can work.” “I Provide more detail about the solution. Tell him/her how you have considered and dealt with the obstacles that could prevent them from doing the behavior. Step 4: Solution see the benefits of what you are “I Help him/her visualize life after the saying. This is a great idea.” solution is in place. How will he/she benefit? How will he/she feel afterward? Step 5. Action ready to take action.” “I’m Tell the target exactly what to do. Give him/her all the necessary information to act on what you’ve
Step 1: Attention Get attention by focusing on what’s on his/her mind Create a connection by validating his/her feelings and concerns. “You have my attention. I want to hear what you have to say.” Step 2: Need Focus on his/her need. Demonstrate how you share the desire to solve the problem. Create a sense of urgency. “I agree. I have that need or want.” Step 3: Satisfaction Provide more detail about the solution. Tell him/her how you have considered and dealt with the obstacles that could prevent them from doing the behavior. “I see your solution can work.” Step 4: Solution Help him/her visualize life after the solution is in place. How will he/she benefit? How will he/she feel afterward? “I see the benefits of what you are saying. This is a great idea.” Step 5. Action Tell the target exactly what to do. Give him/her all the necessary information to act on what you’ve “I’m ready to take action.”