Page 43 - Boettcher.indb

BUILDING TRUST AND RECOGNIZING INNER DRIVERS

Particularly in chapter 5, we will guide you on how to recognize
and interact with the behavioral and motivational styles of individu-
als. This approach will enable you to forge stronger connections,
both with your inner self and with others, and by understanding
the implications of your behavior, you can interact with heightened
sensitivity and awareness.

Key Point: You Can Understand
Motivations Without Familiarity

It is possible to discern the underlying motivations

of someone you’re not yet familiar with.

When interacting with new contacts such as client prospects, new
customers, recent hires, or job candidates, it’s possible to get a sense
of their intrinsic motivators by posing specific questions. This allows
for the identification of tendencies toward one motivator or another.

Questions should be framed in a positive light. To infer a person’s
dominant motivators, you might use intuitive questions based on
your initial perceptions:

• “It seems you care deeply about the welfare of others. Would
that be accurate?” (social motivator)

• “Your outfit is quite stylish. Do you find that aesthetics play a
significant role in your life?” (aesthetic motivator)
• “Looking at your resume, your academic background is impres-
sive. How vital is it for you to continually gain knowledge?”
(theoretical motivator)

41