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

Every form of questioning leads itself ad absurdum if
you are not in a position to let the interlocutor answer in
peace and let him or her finish. Questioning competence
and listening competence belong together.

Observe body language

It is a well-known fact that only 7 percent of our impact comes
from the content of the spoken word, while the voice accounts
for 38 percent. However, 55 percent of our impact on other
people is determined by our body language. These figures are
based on research by the psychologist Albert Mehrabian and
show how important gestures, facial expressions, tone,
physiology and body language are in communication.

If you want to build up trust in a conversation, recognize the
personality structure of your conversation partner and identify his
or her drivers, body language plays a role in two respects. On the
one hand:

Your body speaks!

When you praise, criticize or motivate your conversation
partner, your body language is just as important as the content
of your formulations. In the best case, your vocal and body
language signals should match. Because then you appear
authentic and credible.

The more harmoniously the message and the body
language match, the more likely you are to get the
message across.

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