Page 37 - Was Menschen wirklich wollen Lese-PDF für Biblets

Vogelhuber, Scheelen - What people really want

Profiling³ succeeds. You will then be able to react appropriately
to your own personality and the individual personality of the
person you are talking to, and develop better relationships with
yourself and other people. And by better assessing the effect of
your own behavior on others, you will deal with yourself and
others more sensitively.

The key question is how you can identify the drivers of
someone you have not yet had the opportunity to get to
know.

This is the case, for example, with prospects, new customers,
new employees and applicants. In our experience, the inner
drivers can at least be narrowed down with the help of certain
questions. The six drivers form twelve dimensions, as they can
be either more or less present. So there are always tendencies
in one direction or the other. The questions should always be
formulated positively. To determine the determining driver(s),
you can ask intuitively with regard to the first impression a
conversation partner makes on you, for example:

• "I see you care a lot about other people's well-being?"
(reference to social driver)
• "Your clothes seem very tastefully coordinated. Do
beautiful things play a big role in your life?" (reference to
aesthetic motif)
• "You have a good education, as I can see from the course
of your life ... How important is it to you to be well inform-
ed?" (reference to theoretical motive)
• "It seems like you place a lot of importance on your
uniqueness and individuality. How important is it to you to
distinguish yourself from

36