Taylor uses a NEADS system to identify needs, adapting it to each of the four personality types. NEADS is an acronym for Now, Enjoy, Alter, final Decision, and Solutions.
- Now: How are you handling your landscaping needs now?
- Enjoy: What do you enjoy most about your current landscape contractor or vendor?
- Alter: What would you like to change about your current vendor?
- Decision: Who makes the final decision about what landscape contractor you use?
- Solutions: What solutions can you suggest? (Taylor uses this to help her identify solutions she can offer.)
See also: http://jerrykennedy.com/2010/03/02/4-steps-to-get-to-your-favorite-answer-the-neads-analysis/