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

• "I always found learning difficult and boring. How was that
for you?" (narrowing/closer definition of the theoretical
motive).

The sample questions are intended to help you initiate a
conversation based on an "initial suspicion", which is based on
the first impression, the external appearance, the clothing, the
appearance or the way of talking, in the course of which you can
further specify the determining motive or motives of your
interlocutor. In addition: You should adapt the questions to the
conversation situation. It makes a difference whether you are
talking to a prospect/new customer, an employee or an applicant.
You will learn more about this in chapters 5 to 7. At this point, it is
important to emphasize that building trust and recognizing your
own drivers and the motives that move a person form the
foundation on which the Profiling³ concept is based. And with
that, we can now turn to the first of the concept's three core
questions: "Who am I?"

STOP!
You have experienced: There is the cognitive, the aesthetic, the
economic, the social, the individualistic and the traditional driver.
• Which three drivers are decisive for you? And why is that?
• Pick an example person for each of the six drivers
a) Your circle of acquaintances,
b) Your circle of regular customers,
c) Your team of employees.
The reflection will help you in your conversations with prospects/new-

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