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THE POWER OF READING PEOPLE

Understanding the various drivers and motivators enriches our com-
prehension of ourselves and others, including those whom we might
not instinctively favor or may even dislike. Use the following infor-
mation to succinctly differentiate between opposing motivators:

• A utilitarian individual will invest in ventures that promise tangible
returns, whereas a theoretical individual dedicates their senses to or-
ganizing and discerning the truth within a task or concept.

• Someone with an aesthetic motivation realizes their fullest po-
tential in environments that are in sync with their personal sense
of harmony, while a socially driven person dedicates their ef-
forts to the welfare of others.

• Someone driven by individualistic motives aspires to attain
the pinnacle of status and control, in contrast to a person with
traditional motivations who seeks profound significance and
purpose in their life.

IDENTIFY DRIVERS THROUGH CLEVER
QUESTIONS

Imagine if you could recognize someone’s core values and mo-
tivations through their body language, vocal tone, and choice of
words—both the spoken and unspoken cues. By mastering the
foundational elements of how to evaluate others, you’ll be equipped
to forge trust and elicit genuine responses. Gradually, you’ll become
adept at identifying these motivations, tailoring your interactions—

whether as a salesperson, manager, or HR recruiter—to align with
the behavioral style of the individual. This knowledge allows you to
fine-tune your objectives and strategies to more effectively engage
with others, whether it’s to influence a customer’s purchasing deci-
sions, inspire peak performance in employees, or ascertain an ap-
plicant’s suitability for a role within your company.

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