This exercise provides a way to quickly identify a person’s core value using natural, conversational language.
You identify core values by “clicking down” into areas of interest and importance to them.
a. Find a link to click
While talking with someone, notice any word or phrase that might be blue and underlined as if it were a link on a web page. The links would have importance to the speaker. A person’s voice might become more excited. You will hear what is of intrinsic value to that person.
b. Click on the link
“Click down” on a highlighted word or phrase by asking an open ended question about the item of value to elicit a deeper conversation.
Listen again for a new blue and underlined phrase as the person speaks, then ask another open-ended question about the speaker’s emphasized word or phrase.
c. Discover the Core Value
You will usually uncover a core value after several “click down” inquiries.
A core value is revealed when your question evokes only the same response as in a previous answer–as if that person knows no further answer can be given. For them it is a core value.
Upon reaching a core value you might hear, “That is important to me just because it is.”
You may also use this two-step process to identify your own core values.
Listen to a short recording by Dave Logan demonstrating the technique.