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

• An economically motivated person makes any investment
that pays off, while the theorist uses all his senses to
systematize and grasp the truth of a matter or work
entrusted to him.
• An aesthetically motivated person can and will express his
full potential only in harmony with himself, while the social
person invests himself in others, so to speak.
• Finally, an individualistically motivated person wants to
achieve the absolute highest position and power, while the
traditionally motivated person strives for the highest
meaning in his life.

Identify drivers through smart questions

Imagine that you were able to recognize the determining values
and drivers of a counterpart on the basis of body language, voice
and the words chosen - in other words, the verbal and non-verbal
signals. With the help of the other fundamental basis of the Profi-
ling³ concept, you will be able to establish a relationship of trust
and receive authentic answers to your questions. Gradually, you
will be able to recognize those drivers and adapt your approach -
as a salesperson, manager or recruiter in the HR department - to
the personality of the other person. You learn more and more
about him, can adjust your goals and your approach to him and
finally persuade him to buy as a customer or to perform at his
best at work as an employee. In addition, you will be able to
recognize whether or not an applicant is a good fit for your
company, for you and for a vacant position. We will show you,
especially from Chapter 5 onwards, how you can do all this with
the help of

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