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1 - Building trust and recognizing inner drivers - the theoretical foundations of profiling³.

You will be able to better understand the person's personality
and wishes, and - in sales - you will be able to offer them exactly
the product or service that will satisfy their needs and wishes.
And as a manager, bonding (as relationship building) helps you
in your "mis- sion" to motivate the employee to top performance.
By giving them confidence in you and telling them what really
moves them, you can tailor your leadership work specifically to
their inner motivational drivers and move them (influence) to
conduct even better customer conversations.

The aim of bonding is to build up a mutual relationship. In
addition: The trust of the counterpart should exceed his mistrust.
This is a basic prerequisite for an FBI interrogator to obtain
information from the interlocutor that will help him. And now,
hand on heart: Aren't customers, especially new customers, and
interested parties who are to be developed into customers in the
acquisition process, fundamentally rather distrustful? If a
salesperson has known the customer for a longer period of time,
the relationship will reverse and the proportion of trust will
increase. And at some point, the distrust component may be
completely displaced. But at the beginning of the relationship
with a prospect or new customer, this is not the case. Bonding
helps to overcome mistrust.

A salesperson should therefore be able to build a bond,
maintain this relationship and also renew it again and
again. This is because a customer's trust must be earned
and legitimized again and again. You must prove yourself
worthy of the trust. And this also applies to your work as
a manager in dealing with your employees.

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