the approach

In the first few moments of any conversation, approach is the foremost step particularly when addressing an authoritative individual or contact. To expect a successful result, it is crucial to begin with this approach method during the communication process. As we look into the physiological facets of the approach method, it is understood how significant this step really is. When an individual is placed in or anticipates a threatening environment, he or she has definite defense mechanism operating as well as when the individual senses the need to be protective, then defense mechanisms are still present. It is your responsibility as a professional communicator to take action to reduce thesdefense barriers and relieve the tension which exists in all communication situations in the initial stages. You must understand that the stress that may be portrayed is not directed towards you specifically but a reaction to the situation. This is a completely natural response. The important point is that you should recognize that defense barriers do exist, and develop your own techniques to lower them and establish rapport.Without a doubt, the most ignored phase in influencing people is determining need. A recent survey of hundreds of people suggested that fewer than 15% effectively discovered the particular needs of the person they wanted to influence. It is interpreted that customers feel when approached, that their needs or wants are not really a concern. The study established that clients in fact do want to be asked questions about their needs and wants.From a psychological viewpoint, most people have a need to talk about their wants and desires. It is natural for people to talk about their needs and wants. If you will listen carefully, they will actually tell you precisely what has to be done in order for you to influence them into taking action on the outcome you want. In addition to observing needs, an important part during this phase of determining need is the validation of a trusting relationship. It is also very important to build a clients trust as well as determining their needs. The very fact that you are prepared to take the time to listen, and that you are a concerned individual whose main objective is to help fulfill their needs, shows them you are concerned and have desire to assist. The outcome will put you in a closer relationship with the client where they will consider you as a consultant to their needs.

Original :: the approach