5 steps to ASSURE value

Ever had someone say they didn’t realise all that you had to offer them? And then you bang your head against the wall because you thought, “I’m sure I’ve told you!”

The reality is that communication isn’t what’s said — it’s what’s heard, and then what is understood.

This is why we need to develop the habit of “ASSURING” value. Here are 5 steps:

1. Declare value BEFORE

Say the value before you give it, using the formula: “After X, you will be able to Y.”

Example: After doing this training, you will be able to better say “no” to people.

2. Demonstrate value FIRST

Show the value in action before you deliver it. You’re saying: “You’ll be able to do it, just like this.”

You can demonstrate it yourself, or give an example: “You will be able to deliver amazing talks like the people you see on TED!”

3. Transfer value DURING

Literally or figuratively, hand over the value to the person. Like when a cashier hands you the bag: “Here are the keys to your new car!”

This is a very underestimated step. Seldom do I find people transferring value — they just assume the other person has got it.

4. Redeclare value AFTER

After you’ve given someone value, say: “Now you can X!” This shows that you’re delivering on your promise.

5. Remind value BEYOND

When you re-interact with people, remind them of the value they have: “As you are able to…” or “As you can…”

All very simple, but very powerful. Try using ONE of these a few times this week.