In this article, we will examine the three basic types of concerns that can arise during the interview and how to overcome these concerns.
People change jobs to satisfy their individual needs.
This reduces any defensiveness that may be present and puts you on the neutral ground needed to present your proof. The second step is to present the appropriate proof statement or document. Finally, check with the applicant to be sure that the proof you presented is acceptable. A misunderstanding is usually an applicant need that is voiced in a negative manner. The final step is to present the appropriate Feature and Benefit that satisfies the newly uncovered applicant need.