6
Needs
Of the five steps in The Anatomy of Persuasion process, the most important is NEEDS. No single part of the process deserves more of your attention and study. Your ability to discover and interpret the needs of others is essential to your success. This is not an easy task. The study of needs is just as complex as the study of human behavior because human needs are the motivators of human behavior. Understanding the mechanisms will help you immeasurably.
If we were to visualize the needs and drives of any person as a body of information residing in the mind, we might imagine a static collection of discrete thoughts and ideas stored conveniently in one place, each independent of the others and ready to come into play as required. An analogy ...
Get The Anatomy of Persuasion now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
