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Vogelhuber, Scheelen - What people really want
                   Nothing works without questioning

                   techniques and active listening

                   The presentation of "Vogelhuber's Profiling Machine" has clearly
                   shown  how  important  it  is  to  ask  precise  questions,  listen  well
                   and sharpen your perception if you want to get to the bottom of
                   the  personality  structure  and  the  drivers  of  your  conversation
                   partner. The following tips should help you to do this.



                   Sharpen your perception


                   At every opportunity, practice observing carefully and perceiving
                   and  interpreting  people's  behavior  in  detail.  When  you  have
                   another conversation with colleagues, employees or friends, you
                   should pay attention to the following 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 be said 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  in  a  lively  or  monotone
                   manner?

                   The description of the four basic types and the eight main types
                   in this fourth chapter have certainly given you enough hints as to
                   what  you  should  pay  attention  to  in  your  conversations  in  the
                   future  in  order  to  train  your  perception  more  and  more.  We
                   advise you to consider these aspects in particular (see Scheelen
                   2018, p.18):







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