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The extension of the typology to eight types Background 90
information on the model: basic style, adapted style and the
INSIGHTS MDI®. 103
Combining profiling³, motivators and INSIGHTS MDI®
into one people-skills tool 107
Nothing works without questioning techniques and active listening 114

Chapter 5 125
Profiling³ in Recruiting:
Finding the right employees
Attract and retain enthusiastic and creative employees 126
Getting to know the personality of the applicant better and better
in the job interview 132

Chapter 6 145
Profiling³ in sales:
Sell better and more
Sell true to type 146
Tips for profiling³ dealing with challenging sales situations
155
Chapter 7
Profiling³ in leadership: 159
Motivating employees and teams to perform at their best
Communicate better in the performance review
Improve the way you deal with employee types 160
Build a high-performing team 163
168
Conclusion: The end of the journey is where it really begins!
Index 177
Bibliography The 179
181
Authors
183