In any endeavor, it seems to me that setting the stage is critical for success. It lays the ground work of for clarify expectations.
A colleague and reader of my ezine put it this way in a recent correspondence regarding how to approach the issue within a client system:
I provide an overview of the types of assessments, a discussion of some of them, some comments about how to determine validity and value, the importance of how to know if an assessment is for you in terms of resonance and common recognition within corporations, etc.
Perfect. The same holds true with the individual. I always like to ask in a light fashion what that person's feelings are about assessments. From there I know how and if I want to proceed. In my experience I find one third love them, one third hate them and one third couldn't care less.
I usually continue in a similar vein by asking what assessments they have taken. Reading the facial expressions quickly, I may follow-up with: "Are you familiar with the MBTI or DISC; they are the most common assessments out there?" My intention is to find out more about attitudes AND what they may or may not remember. (How they respond often tells me a lot about their own styles than what the results ever could.) Next, if they like assessments, I want to know what that data meant to them and how they may have used it personally or professionally. If they don't like them, I want to listen more to find out why. At this stage I have usually decided not to recommend any instrument. I am sincerely curious and often agree with why they dislike these sorts of tools. My advice? Never get into defending. Once in awhile, if I have a good relationship, I may ask if they would "do me a favor" and complete a specific assessment that I think might be interesting. I am clear to explain the purpose, benefits and my rational. I don't push it.
For those who are more neutral, it is easy to fall into the trap of "selling". Discuss what the client wants to achieve and the various routes to get there. Remember, an assessment is one route and while we may think it is the most direct, sometimes a more scenic route can be more valuable.

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