What we want is often different than what we need. Although that also depends on who is defining our ‘need’. There is a fine line between being patronising in defining what others need and being a trusted expert. But, there is also many times when my need falls into the category of something I don’t know I don’t know.
Start with want.
Talking to someone about a need they don’t know they have will get you no where. Adding it as a bonus might be a better option. Sell them what they want, give them what they need. Most people I interact with are not aware of the mosaic effect, but want a template for data sharing. Therefore, I start with data sharing, but also highlight to them the mosaic effect.
We can apply this idea to many aspects of change. First addressing the other’s felt need will help them be open to hearing the rest of what you are saying.