1: Dominance – High "D" Style
• Ask D's what they want to accomplish, how they are currently motivated and what they
would like to change
• Clarify the purpose for asking questions
• Stay focused on goals and objectives
• Make questions practical, logical, and straightforward
• Keep questions direct and to the point
• Get to the point of the coaching session
2: Influence – High "I" Style
• Get I's talking about themselves and their interests
• Establish personal relationships before asking questions about business
• Ask about their aspirations and recognize their need to be valued and listened to
• Ask about personal needs they want filled
• Support their ideas
• Gently keep them on topic
3: Steadiness – High "S" Style
• Speak warmly and informally, asking open questions that draw them out
• Show tact and sincerity in exploring their needs
• Avoid confrontations and challenging questions
• S's may tell you what they think you want to hear
• Allow time for S's to open up and reveal their needs and concerns
• Ask them whose assistance they may need
4: Conscientious – High "C" Style
• Ask questions that reveal their expertise and knowledge
• Ask logical, fact oriented, relevant questions
• Phrase questions that require specific, accurate information to be shared
• Focus questions on processes and efficiency
• Ask questions that reveal a clear direction
• Ask questions that show you are prepared for the coaching session
Commentaires