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4 - Profiling³: "What do I make of it?" - Linking the profiling approach with personality diagnostic tool

Knowing the behavioral patterns of your counterpart, you must
be able to respond to him or her precisely and tune into his or her
wavelength:

• For example, if the interlocutor is socially motivated, you can
hold out the prospect of a social goal, such as that the
interlocutor will help other people with an action.
• If the person is more economically motivated, you can hold
out the prospect of financial added value (material value).

In addition, because you know yourself and know which
personality type you belong to, you are able to assess the
effects of your actions and statements on the other person.
This creates trust and is the central prerequisite for building a
trusting and confidential relationship.

STOP!

First of all, please take a look at Figure 8:

The
Profiling
Machine by
Oliver
Vogelhuber

Figure 8: Training tool - Vogelhuber's profiling machine Source:
www.vogelhuber.de/profiling3

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