Motivation: Treat Them the Way They Want to Be Treated
I am most fascinated by what motivates people to share, and how to figure this out quickly, especially during a telephone conversation where you don’t have the benefit of body language. Contrary to what I have been taught: “Do not treat others like you would want to be treated.” Treat them the way THEY want to be treated.
I have applied Johari’s model to classifying those we talk to in the collection process. It’s helpful to be aware of their pre-disposition towards sharing versus what they know. My classifications are: Egocentric; Deeply Knowledgeable; Intellectual and Helpers.