Page 29 - IO2_Worksheet Student

EIDE IO2 Teaching Kit (Students’ Manual)

WORKSHEET2. PAIN/GAIN

COMPETENCES ADDRESSED:

Critical Analysis , Self-Reflection

LEARNING OUTCOMES:

You will be able to develop the ability to apply Critical Thinking to Client Behaviour
Analysis

You will be able to better understand which emotional motivator apply to the client

METHODOLOGY:

Self-reflection / Brainstorming

WHY THIS ACTIVITY IS IMPORTANT?

This activity will help you drawing the most important emotional characteristics of
your clients and target group .

People act either to move away from pain or toward gain. This brainstorming activity

will make you critically think about which are the actions/items that evoke specific
emotions on the client

DESCRIPTION OF THE ACTIVITY

1. Create a two-column chart on a whiteboard or sheet of paper. In the left
column, write “Pain.” In the right column, write “Gain.”

2. Ask and answer of your customers in the Pain column:

1. What do they fear? / What do they feel responsibility for?

2. What makes for a bad day in their life? / What keeps them from being
successful?

3. Ask and answer of your customers in the Gain column:

1. What drives them?

2. What does a great day look like?

3. What do they want to accomplish?

4. How will they know if they’ve succeeded?