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Vogelhuber, Scheelen - What people really want

We have already presented these questions - as well as other
questions for finding the respective driver of a person - to you
in the first chapter. They are so important for profiling³ that we
list them again here:

• "I see you care a lot about the welfare of other people?" This
is an indication that the person is motivated by the social
driver.
• "Your clothes seem very tastefully coordinated. Do
beautiful things play a big role in your life?" (reference to
aesthetic motif)
• "You have a good education, as I can see from the course
of your life ... How important is it to you to be well inform-
ed?" (reference to theoretical motive)
• "It seems like you place a lot of emphasis on your
uniqueness and individuality. How important is it to you to
stand out from other people?" (hint at individualistic driver)
• "You seem very conscious of tradition. How important is it
to you to uphold traditions?" (reference to traditional driver)
• "Having a good financial foundation is certainly of high
importance these days. How important is your financial
well-being to you?" (reference to economic motive)

Your goal should be to determine three drivers if possible,
so to speak, the top 3 drivers of the person you are
dealing with.

With the help of the results you can start the attempt to motivate
the person to an appropriate action according to his personality
structure (red, yellow, green, blue) and his dominant drivers. And
this is also because you can use the

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