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BUILDING TRUST AND

RECOGNIZING INNER DRIVERS

What makes this chapter impactful?

Utilizing an analytical approach offers another avenue to con-

nect deeply with those you engage in conversation.

Explore the underpinnings of this analytical method and its un-
expected link to the FBI.
The core of this three-step analytical strategy is centered on

fostering trust and rapport, along with the skill to discern the
motivating factors that drive an individual.

HOW TO MAKE THE WORLD A LITTLE BETTER

Behavioral assessments aren’t about trying to delve into someone’s
psyche to uncover their innermost thoughts or motivations, as if

you were a mind reader. It’s tempting to think about finding a direct
line to what compels a customer to buy, motivates an employee, or
drives an applicant. However, the true essence of personality diag-
nostics is to connect more effectively with the fundamental aspects

of a person’s behavioral style.

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