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INTRODUCTION

to be engaged. The TTI evaluation tools are crafted to discern not
only your own behavioral style but also those of others. These tools
are the foundation for becoming an expert at watching people and

understanding what you see.

The results of a behavioral style evaluation serve as an initial step
toward understanding someone better. It’s essential to continually

validate these findings by comparing them with your direct experi-
ences and interactions with the person for a more accurate assessment.

The insights gained from such an evaluation are not exhaustive.
They do not encompass the entirety of an individual’s persona.

Instead, they provide a framework, a sort of navigational chart, that
underscores particular attributes and tendencies.

Naturally, it’s impractical to subject a client to an extensive behav-

ioral analysis just to ascertain their style. Fortunately, behavioral
traits can often be observed directly. Our model hinges on these
observable behaviors—how individuals prefer to operate.

With a long-term client or employee, you might be able to gauge
their behavioral style through observation. As you become familiar
with the behavioral styles we discuss, you’ll start to recognize where
the people you know fit within this model. And for those initial

interactions with a new client or team member, we offer strategies
to quickly and fundamentally evaluate their style, enabling you to
adjust your communication approach accordingly.

Consider a scenario where you’re gearing up for a critical meeting
with a distinguished client. Upon arrival, the client steps into your
office with caution, speaks softly, avoids eye contact, and carries an
umbrella on a partly sunny day. Despite the low chance of rain,

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