1. Presented by
Wendy Crawford
TTI Value Added Assoc.
952‐240‐6123
www.beBerconnecCons.net
2009 Copyright His Heart Art, Inc.
 UNDERSTANDING yourself and others is the
first step in developing better connections
 PIAV Mo0vators —
WHY we do what we do.
 DISC Behaviors —
HOW we do what we do
How we walk, talk,
shop, drive, and play.
“If you do not know what your priorities are,
someone else will determine them for you!”
Judy Suiter, Competitive Edge, Inc.

2.  1928 ‐ Foundation: “Types of Men” by Eduard Spranger.
A theorist intent on discovering and understanding the truth.
 1931 ‐ Gordon Willard Allport, P.E. Vernon, & G. Lindzey
developed Study of Values Assessment, based on Spranger’s work.
Allport, also a theorist with desire to apply
truth, but focused heavily on
understanding the truth
 1990 ‐ Bill Bonnstetter modernized &
developed PIAV Motivators Assessment,
based on Spranger’s work. Bonnstetter, a
marketer of applied knowledge – totally
committed to the application of truth.
“Our view of the world is colored mainly by our top 2 Motivators”
• Everyday we are faced with real situations that call
for though, decision, opinion and action.
• Every decision, reaction, and course of action arises
from our beliefs, values, and attitudes
• They are the sum total
of all our experiences
• Multiple experiences
lead to beliefs
• The intensity and repetition
of experiences strengthen beliefs.
• Developed in stages
• Related to stimuli such as conflict, stress,
pain, pleasure, satisfaction and joy
• Developed from a child to an adult
 I hear a dog bark
 I see a dog barking
 I experience a dog barking and chasing me
 All dogs are mean, bark and chase people
 I don’t like dogs
• Defined as that which you “Value”

3. Copyright ©
Target Training
International 2007
Copyright © Target Training International 2007
EXISTS TO: EXISTS TO: EXISTS TO: EXISTS TO: EXISTS TO: EXISTS TO:
? ? ? ? ? ?
VALUES: VALUES: VALUES: VALUES: VALUES: VALUES:
? ? ? ? ? ?
SHADOW SHADOW SHADOW SHADOW SHADOW SHADOW
SIDE SIDE SIDE SIDE SIDE SIDE
? ? ? ? ? ?
PROFESSION PROFESSION PROFESSION PROFESSION PROFESSION PROFESSION
? ? ? ? ? ?
2 Sides of the Coin? 2 Sides of the Coin? 2 Sides of the Coin? 2 Sides of the Coin? 2 Sides of the Coin? 2 Sides of the Coin?
Copyright © Target Training International 2007
EXISTS TO: EXISTS TO: EXISTS TO: EXISTS TO: EXISTS TO: EXISTS TO:
discover truth see a return on Experience HELP OTHERS to make a Pursue a
KNOWLEDGE INVESTMENT HARMONY to achieve BIG IMPACT meaningful
facts, evidence in resources beauty, all the their potential Successfully or divine
and time senses achieve SYSTEM
VALUES: VALUES: POSITION of LIVING
Solving VALUES: VALUES: Develops others and power
problems Practicality in all Creative Champions VALUES:
Objectivity areas of life Expressive worthy cause VALUES: Understands
Pursuit of Utilizes Understands Generous of Leads others totality of life
knowledge resources for feelings of self time, talents, Forms alliances Finds meaning
Identifies truth economic gain and others resources Plans/carries out Will die for
and untruth or results Appreciative a winning the cause
SHADOW strategy Lives according
SHADOW SHADOW SHADOW SIDE to “closed book”
Accomplishes
SIDE SIDE SIDE Neglects self Converts others
purpose
Pursuit of Know Workaholic Loss of reality Overzealous
- neglects Self-preservation Objective truth for a cause SHADOW SHADOW
practical No concern Struggles or Takes on too SIDE SIDE
matters – for others upset when much, leads to Neglects others Closed minded
home, money Missed form, beauty, unbalanced Threatening Self-sacrificing
Forgoes opportunities harmony is life/schedule Too assertive Oppositional to
personal safety Lack of interest not present Gives it all away Too much = loss other beliefs
History Buff or Learn Produce to Spend $ or Enviro, Material, Form Mission, World Saving Destiny of Self or Reformer or Protector,
to apply to Future? Produce to Save $? or Nature Outdoors? or Giving to Others? Destiny of Others? Military, Police, Fire?

4. • Sharing similar attitudes, you will fit in with the group and be energized.
• Attitudes significantly different from yours, you may be perceived as out
of the mainstream
• Differences can induce stress or conflict
• Further from mainstream on the high side, the more people will notice
your passion about that attitude/motivator
• Further away from the mainstream on the low side, the more people
will view you as indifferent about that attitude/motivator
wendypsalm40@gmail.com www.betterconnections.net Copyright © Target Training International 2007
1. This Van Gogh painting will increase in value over the next few
years, and the return I get is worth the investment.
2. Works of this magnitude should be shared by all as it could help
others and should not kept in a private collection.
3. Notices the circles, asks when was this painted? Why did Van
Gogh paint the circles that way? I need to learn more about this.
4. I must own this painting. This is a prize I must have. It would
look good and make an impact in my office.
5. How beautiful. Look at the colors and brush strokes. It comes
alive. It speaks to me.
6. “Starry Night” reminds me of the divine in life. It compels me to
reach out to something or someone bigger than ourselves, a force
which holds it all together. I will buy this because it speaks to me
of things larger than life.
1. Value… return… investment… Utilitarian
2. Shared by all… help others... Social
3. When?... Why?… to learn… Theoretical
4. I must own... a prize… an impact… Individualistic
5. Beautiful… colors… brush strokes… speaks to me
Aesthetic
6. Divine in life… someone bigger than ourselves…
holds it all together... larger than life… Traditional

5. 1. Look at their TOP 2 highest scores, these are what they value,
what motivates most, or they “care about” most
2. Consider their 3rd to see how it comes into play situationally in
their lives as well.
3. Look at their LOWEST 2 scores,
these are what they don’t value
as much or “don’t care about”
as much.
4. Potential conflict can arise in
the clash of motivators/values
for those we have opposite
motivators. Copyright ©
Target Training
International 2007
Arris
Trad Soc Theo
Practice saying a statement that blends
2-3 of your client’s Motivators together.
Example: If I were to summarize for you,
you exist to help people find a system of
living which is faith and you love to
discover and utilize knowledge and truth
to do so. Bill, would you say that’s an
accurate statement?
Bill Greg
Trad Soc Ind Trad Soc Util
Presented by
Wendy Crawford
TTI Value Added Assoc.
952‐240‐6123
www.beBerconnecCons.net
• What was most beneficial to you?
• What did you learn about yourself?
• In what ways will this change how you
understand others?
• Any questions?
2009 Copyright His Heart Art, Inc.