Information-gathering preferences.

Sensing
• First asks for details about each
situation
• Tends to do work in traditional
ways
• Provides specific, detailed,
step-by-step directions
• “If it’s not broke, don’t
fix it”
• Sets straightforward, attainable
goals
• More concerned about exactly
what the customer said
• Sales presentations with
substantial array of detailed
facts
Intuitive
• First asks, “What does this
mean? What might happen?”
• Tries to find new ways to do
work
• Gives the general direction in
which work should progress
• “Everything can and should be
improved”
• Sets inspiring, difficult-to-attain
goals
• More concerned about what
the customer meant
• Sales presentations that
enthusiastically present
possibilities