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THE POWER OF READING PEOPLE
a. For an extroverted person, determine if they lean toward
the red or yellow type.
b. A red behavioral style will likely be talkative, engaged,
enthusiastic, and direct.
c. A yellow behavioral style will appear expressive, action-
driven, and outgoing.
d. An introverted person will align more with the blue or
green style.
e. Someone with a blue behavioral style will seem obser-
vant, level-headed, and reserved.
f. A green behavioral style will behave in a cautious, reflec-
tive, calm, and friendly way.
3. This process gets you closer to understanding their behav-
ioral style.
4. External cues such as attire, body language, and speaking
style can also indicate behavioral style.
5. Ask simple, open-ended questions to delve deeper into
their style tendencies.
6. To identify their primary motivators, ask questions related
to the six drivers, exploring each one in the context of the
individual.
a. We have already presented these questions—as well as
other questions about identifying a person’s motiva-
tion—in the first chapter. They are so important for
understanding others that they are listed again.
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