Assessing Needs Versus Presenting?

Saino: How do we get people more in the mind set of assessment? I think assessment's a big word hereand in building report even, you know, making somebody feel like you're genuinely interested in what teir need is. And again, i think traditional selves has been like you just said, ilok, pitch pitch slap. Saino: Most deals are closed in in the assessment process of asking questions. Because your questions are provocative. Your questions pull them in, and because you're listening to them, you make them feel important. The need to feel significant is the most insatiable human need. It drives almost all our behaviour.