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THE POWER OF READING PEOPLE
Motivational Questions for Red, Direct and Yellow,
Outgoing Applicants
During an interview, after reviewing the application documents
and the initial interaction, it appears you might be engaging with
someone who demonstrates characteristics typically associated with
the dynamic and persuasive red and yellow behavioral styles. Their
presentation, body language, and ease in conversation support this
observation. To gauge the presence and strength of the three key
drivers you have identified for the best fit, the following questions
can be very revealing:
Concerning the utilitarian motivator:
• “How crucial is it for you to earn a substantial income, and
what does ‘substantial’ mean to you?”
• “Where do you see yourself financially in five years, or even
ten years, and why?”
• “How pivotal is a lucrative salary in your career choices or in
your decision to stay in a job?”
• “How much do you prioritize financial independence, even
within close relationships like family?”
Pertaining to the individualistic motivator:
• “How essential is feeling in control for your job satisfaction,
and how important is it for you to shape your own destiny?”
• “How vital are independence, power, and influence to you,
and how would you feel about a job that offers none of these?”
• “How do you handle directives from others, and to what
extent can you accept them?”
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