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Vogelhuber, Scheelen - What people really want

What makes this chapter tick?

• With the Profiling³ approach you have another possibility to
open the gate to the hearts of your conversation partners.
• You will learn what is behind the profiling³ approach and what
the CID and FBI have to do with it.
• The foundations of the Profiling³ approach are trust and
relationship building and the competence to recognize a
person's inner drivers.

Making the world a little better

Personality diagnostics and profiling3 have nothing to do with slipping
into the head of a customer, employee or applicant like a profiler
in order to get to the bottom of his or her deepest emotions or
even drives. Sure, it would be nice to be able to identify the
customer's buy button, the employee's motivation button and the
applicant's inner driver, but ultimately it's about getting closer to
what really makes a person tick. In the following, when we reflect
on the methods used by the FBI or the CID to know people's
motivations, our goal is to use methods that have proven
successful in a particular field to improve self-knowledge and
people skills.

When coaching attempts to transfer methods and training
approaches from competitive sports to continuing education
and to assess their usefulness and expediency for the
coaching process, it is important that the coaching process is
as effective as possible.

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