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

that they can be used to steer the conversation, on the one hand
increases the speech share of the interlocutor. On the other
hand, you will learn interesting facts about the other person's
drivers in a constructive dialog. In particular, open questions to
which the interlocutor cannot answer in monosyllables, but which
encourage him to talk, provide you with new information about
his motives. Which types of questions are of particular
importance in our context?

• The closed question starts with a verb and only provides a
short answer such as "Yes" or "No" - you can use it to steer
the conversation in a certain direction.
• Closed questions are factual questions, while open questions
are opinion questions. This is because the answers to
open-ended questions usually lead to conclusions about
the views, attitudes and motives of the interlocutor. Open
questions usually begin with a question word (such as
"who," "what," "how," "why," "where," "when"); they
actively drive the conversation forward. It makes sense to
combine the open question with an aspect of usefulness,
such as:
"What do you think about the expected current yield?" or
"What do you think about the cost savings?"
• A variant of the open question is the evaluation question, in
which you ask the interviewee to give a detailed
assessment: "How do you assess the benefit of ...? for you?"
• The as-if question is designed to develop the conversation
by presenting a fictitious situation as an option: "Suppose
you were to choose ... ... What benefits do you hope to
gain?"

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