Page 93 - Company Excellence

What really makes people tick and what companies really need

Improve perception

In addition to the use of the personality diagnosis tool, your ability to
perceive is required. The insights you gain from a tool should always
be supplemented and verified by your own observations, which you
gain in a personal conversation with a person - an applicant, an
employee, a customer. Therefore, train and sharpen your questioning
and listening skills. At every opportunity, practice observing carefully
and perceiving and interpreting people's behavior in detail. When
you have another conversation with colleagues, employees,
customers or friends, you should pay attention to these aspects: How
does the other person approach you? How does he greet you? How
does he shake your hand? Does he look for eye contact, how often
does he look you in the eye? What can you tell about his posture
and body tension? Is he tense or relaxed, does his posture express
self-confidence or insecurity? Does his posture change with the topic
of conversation? Does he speak rather animatedly or rather
monotonously?

The description of the four basic types and the eight main types in
this chapter have certainly given you enough hints on what
specifically you should consider in the future to improve your
perception, for example:

• Posture and body movements, external
appearance (clothing)
• Facial expressions, eye contact, gestures and tone of voice
• Duration of utterances, choice of words and typical sentences
• Furnishings in the room/office of the
interlocutor

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