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

to stand out from other people?" (Reference to
individualistic driver)
• "You seem very conscious of tradition. How important is it
to you to uphold traditions?" (reference to traditional driver)
• "Having a good financial foundation is certainly of high
importance these days. How important is your financial
well-being to you?" (reference to economic motive)

In addition, you can use the exclusion procedure to track down
drivers - here is another example: "Money doesn't seem to be
that important, am I right? This is an indication that the
interlocutor does not have an eco- nomic motive.

In search of the motive

Of course, there are numerous mixed forms such as eco-
nomic/aesthetic, social/individualistic, economic/theoretical,
traditional/social. In our experience, the following questions
have proven useful in narrowing down the drivers and the
mixed forms:

• "Why don't you tell us what is important to you in life: more
that you make the decisions or more that you do this together
with other people?" (narrowing/nearer determination of the
individualistic motive)
• "I would be interested to know how you acquire new things.
For example, what is it like at the gym - do you train
according to a sophisticated training plan or more for fun?
What about other hobbies?"

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