The Self or Other sort is based on how a person thinks about themselves in relation to others.

A person with more of a self-sort can be very self-centered and disassociated. They primarily make their decisions based on their own personal interests — based on what’s “in it for them” in any particular situation. Therefore, in order to influence, motivate and build rapport with this person you will need to look at ways you can meet their needs. You must help them make a decision based on satisfying their own needs, wants and desires.

A person with more of an other-sort is often very curious and focused on the needs of other people. Therefore before they make any kind of decision, they will often think of what’s in it for others and how others will benefit from this decision. They will, in essence, put other people’s needs ahead of their own. Therefore, in order to influence, motivate and build rapport with this person you will need to focus your conversation on the needs of others. Outline the benefits that other people will gain from this situation and how this could potentially improve their lives.