In this article, I’ll continue explaining how our brains work. I will use my own personal results as an example. If you ask people the questions I present here you will learn how a person:
I’ve received some comments asking why you would want to know this information? This is what we refer to as high order rapport building. I wrote an article on Rapport Building and Subliminal Marketing that explains what Rapport is. To get right to it, Rapport Building is the act of getting someone to trust and like you.
People are inclined to like people that they feel are like themselves. So, if you know exactly how their brain works you will easily be able to present ideas to them that will be instantly understandable, while making them more agreeable. Hence the term Indirect Hypnosis.
If you have any other specific questions comment below. As you can see I love answering questions.
How we Decide, Develop Preferences and Focus Attention
Direction Style ( Toward / Away From)
I definitely move towards goals rather than away from problems. The major problem for people like me is that we have a tendency to leave things unfinished. I luckily am able to avoid this problem because I know of my short comings and force myself to get things done or delegate them to others, with the opposite personality. The problem for those who move away from problems is that they have a hard time making decisions because they always want to get everything just right.
People with a move toward motivation, talk a lot about their goals, achievements, gains and wants. People with an away from personality will talk about their problems, things to avoid, and values that keep them from doing certain things.
Just ask a person to list their goals and problems. Which ever list is longer, will tell you which personality they have.
Accomplishing Tasks Style ( Recipe Follower / Gut Instinct )
I am a gut instinct guy. I always think things can be done better. This tinkering has benefitted me at times, and also made me hard to manage. Those managers that have just left me go on my own, have made a lot more money off of me than those that tried to put me in a box.
The other personality type is great at performing very specific step-by-step directions. They will not enjoy directions like, “Just figure it out.” These are your perfect little worker bees, but they will struggle when they are forced to figure out something on their own.
To find out what personality someone has, just ask them why they made a certain decision. If they talk about the new capabilities, possibilities and empowerment they gained from a decision they are the gut instinct types. If they talk about how they performed research, asked others, etc. you are dealing with a recipe follower.
Adapting Style ( Flexible / Controlling )
I definitely have a controlling attitude. I’m constantly planning how I’ll get things accomplished. I do not take well to unexpected situations, but prefer to push problems out of my way to reach my goals. Other personality types drift through life with a easy come, easy go attitude. They have trouble making up their minds, planning and getting things done quickly.
You can find out what personality your dealing with by asking a person if they like to plan things out or take things as they come.
Motivational Style ( Reasoning / Necessity )
I have a reasoning personality. I do what I do because I want to. I like having the option to accomplish tasks in my own way. The other personality does what others think they should, or what their personal values dictate.
You can discover what personality type your dealing with by asking, “What motivates you to go to work?” If they respond that they have to or they would be in trouble, they act out of necessity. If they say they enjoy it, have a lot to accomplish, or need to get something done, your dealing with a reasoning personality.
Reasoning types are harder to manage, but if left on their own will get things done. Necessity people respond well to force and follow the rules.
Primary Interest Style ( People / Places / Things / Activities / Information)
I am most interested in information. I consume a large quantity of books and articles everyday. I read and scan through 20 news websites and 2 books per day. My major issue in life is that I don’t take my head out of a book long enough to experience the real world.
Some people love to consume information about people. They don’t like to be alone and may have trouble with gossiping.
Others are interested most in different destinations. They live to go on trips and to experience the world. They may have trouble fulfilling their obligations at home because they are constantly planning quests or questing.
Many are most interested in random things. Here are your gadget people. They go through life with a thirst to buy or tinker with what they just purchased. Their major issue in life is living beyond their means and ignoring regular people.
Finally, we have those who see the world as a place to do things. They have one activity after another scheduled. They bounce around asking what are we going to do and fear feeling bored. Again they may have trouble meeting obligations in life.
To find out what type of person your dealing with, ask them what they enjoy most about vacationing?
Goal Style (Perfection / Optimist / Pessimist)
I love the whole idea of accomplishing things perfectly. I’m great at getting things done, but people with this style may have an issue of tinkering to much to the point that they never reach their goals. I’ve overcome that issue, but sometimes come off too forceful.
An optimist approaches goals in a manor that things will work out. They plan a little, but don’t beat themselves or others up if things don’t work out. They will struggle to a greater degree when trying to reach a goal.
A pessimist is defeated before they even try to reach a goal. Obviously, this personality should be avoided. If you think you may have this personality, focus on your little accomplishments, to re-enforce your belief that better days are on the horizon.
To find out who your working with ask, “What are some of your goals for the future?” and “How are you going to accomplish that goal?” If they respond quickly and with a smile, your dealing with a perfectionist. If you get a response that is similar to, things will probably work out, you have an optimist. And a pessimist will act negatively to the whole question.
Purchasing Style (Cost / Service / Quality / Time)
When making a purchase I focus more on the price than any other factor. I value the quality of the product secondly, which is why I take a long time to make a purchase decision. I have the personality type that is very hard to sell to. I have this personality type, because I feel I have been taken advantage of by sales people in the past and most cost oriented buyers have as well.
Most buyers have been dissatisfied, more often, in purchases based on one of the following:
So over time they start to value those products which are cheaper, provide the best customer service, quality level or time savings. Just ask people what is the best purchase they have ever made and why, to find out why they will purchase one thing over another.
Responsibility Styling (Over-Responsible / Un-responsible / Even)
I have an even responsibility level. I don’t have a problem allowing others to take the leadership position, but also have no problem standing forward when I’m needed.
Others thrive on taking on more responsibility. These people will go out of their way to also back up any promise they have made, even if they are hurt through doing so.
The Un-responsible types do everything they can to avoid being the leader. They want to be told what to do, each step of the way.
To find out who your dealing with ask them if they like to be in charge. Also you can find out a lot by asking if they thrive on being in charge.
Trust Style (Trusting / Distrusting / Paranoid / Naive)
When being introduced to a new person, product, or way of doing things, I normally approach it with distrust. Remember I’m highly motivated by doing things my own way, so you should have seen this coming. This causes me to question many things and may cause others to think I’m unapproachable. I know this about myself, so I force myself to be very open and approach others to break the ice quickly.
Others trust everything and thrive on change. These are your friendly types that can pick up conversations with most anyone. These people are easy to take advantage of and if they border on naivety, they may be hurt often.
On the other end of the distrusting spectrum, you will find your paranoid types. They think everyone is out to get them. They believe heavily in conspiracies and can have an issue with controlling their out bursts.
You can find out who your dealing with by asking, “Do you think government officials act in peoples best interest”, or “Do you find most people to be trustworthy?”
That’s All Folks
That’s it for now. I hope your learning a lot about yourself and others in this series. If people took the time to understand these rules people follow every day I doubt the world would have the issues that it does.
Leave questions and comments below.
Till next time…