The Necessity or Possibility sort is based on whether a person makes decisions based on necessity or primarily based on possibility.

A person with more of a necessity sort often settles for what life gives them. They primarily make decisions that are based on avoiding pain. They will settle for what’s available and don’t care much about options or varied experiences. Therefore in order to influence, motivate and build rapport with this person you will need to focus on making them feel secure and comfortable with their decisions. Provide them with something that’s familiar, easy and safe.

A person with more of a possibility sort often seeks variety and opportunity. They primarily make decisions that are based on gaining pleasure. They, therefore, don’t like to settle, but rather go for what they really want in life. They are motivated to look for possibilities that will help them expand their opportunities. Therefore in order to influence, motivate and build rapport with this person you will need to focus on presenting them with challenges; informing them about the risks that they will need to take to get what they want, and the inevitable opportunities that will be available once they take positive action.