From a psychological viewpoint, most people have a need to talk about their wants and desires
. It is natural for people to talk about their needs and wants. If you will listen carefully, they will actually tell you precisely what has to be done in order for you to influence them into taking action on the outcome you want. In addition to observing needs, an important part during this phase of determining need is the validation of a trusting relationship. It is also very important to build a clients trust as well as determining their needs. The very fact that you are prepared to take the time to listen, and that you are a concerned individual whose main objective is to help fulfill their needs, shows them you are concerned and have desire to assist. The outcome will put you in a closer relationship with the client where they will consider you as a consultant to their needs