The needs assessment (working with friends) involves asking the right questions and actively listening, focusing on what they say and understanding the content they are conveying, to know what they need.

Here are some techniques that can help with attentive listening:

Focus attention: Try to focus on the person speaking. Turn off your phone, laptop, and other distractions, and sit in a way that allows eye contact.
Remain objective: Try not to judge or criticize the speaker’s words. Instead, focus on understanding their perspective.
Use key words: Key words are words or phrases that will help you better understand the speaker’s thoughts. Repeat these words or phrases in your mind to help you stay focused.
Ask questions: Ask for more details if something is unclear. This will help you understand the speaker and show that you are really listening.
Confirm understanding: After listening to the speaker, repeat what was said in your own words to make sure you understood what was communicated.
Avoid interrupting: Do not interrupt the speaker while they are talking. Wait until they finish speaking to avoid confusion and make understanding easier.
Be empathetic: Try to understand the speaker’s emotions and respond to them appropriately, expressing your empathy.

Sample questions to find out what the speaker needs: These questions should be asked naturally, interspersed throughout the conversation.

– How’s your health?
– How’s your family’s health?
– How’s work going?
– Are you satisfied?
– Do you feel you are developing in your job?

Once you have some information from your friends, the next step is to interest them in the Club by providing brief information about us to spark their curiosity.

For example, you could say, “You mentioned you’re not developing in your job (paraphrase). It so happens that I just joined the Total Health Club, where one of the pillars is personal development. If I sent you the link to the website, would you check it out in your free time?”

(Also, read point 5 about overcoming objections.)

Use the Virtual Presenter.