quickly identify a person’s core values
You identify core values by “clicking down” into areas of interest and importance to them.
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Listen to Dave explain how to use the Click Down tool to uncover people’s core values.
- Find a link to click — While talking with someone, notice any word or phrase that might be blue and underlined as if it were a link on a web page. The links would have importance to the speaker. A person’s voice might become more excited. You will hear what is of intrinsic value to that person.
- Click on the link — “Click down” on a highlighted word or phrase by asking an open ended question about the item of value to elicit a deeper conversation. Listen again for a new blue and underlined phrase as the person speaks, then ask another open-ended question about the speaker’s emphasized word or phrase.
- Discover the Core Value — You will usually uncover a core value after several “click down” inquiries. A core value is revealed when your question evokes only the same response as in a previous answer–as if that person knows no further answer can be given. For them it is a core value. Upon reaching a core value you might hear, “That is important to me just because it is.”
See Click Down in Action
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