Page 12 - Was Menschen wirklich wollen Lese-PDF für Biblets

Introduction - Using Profiling³ to Assess Other People with Pinpoint
Accuracy
A small example to illustrate this: You are preparing for an
important customer appointment that is taking place at your
company. The customer, a high-ranking decision-maker,
enters your office reservedly. He greets you in a low voice and
does not make eye contact with anyone, and he has an
umbrella with him. However, the sun is shining. The weather
forecast says that it might start raining in the course of the day,
but the probability is rather low.

As a trained profiler, you assume, or rather know, that you are
dealing with a rather cautious person who accurately assesses
and weighs risks and is averse to foolhardy experiments. You are
wisely advised to behave accordingly in the conversation and to
use a clever questioning technique to find out whether your initial
assessment is correct. If this is the case, you can treat the
decision-maker the way he wants to be treated!

About the structure of the book

A large part of communicative success is based on
psychology. The ability to develop positive chemistry with
different people and to establish sympathy for each other is
crucial for social as well as for social and professional
success. This is referred to as social competency or emotional
intelligence. This is where Profiling³ comes in, and it can also be
used in the private sphere. Self-knowledge and knowledge of
human nature are two sides of the same coin and are helpful in
virtually every area of communication.

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