| Personality/ Behavioral Level |
Description |
Current IS-Situation |
Desired SHOULD-Situation |
| I AM ... |
Grounding
Personality
Status/role
Self-image/outer image
Environment
|
Technician
Problem solver
Customer advisor
Introverted
Objective
|
Agent
Salesman
Extroverted
Emotional
Offensive |
| I BELIEVE ... |
Capacity
Attitude/perception
Motivation
Values
|
Shy to take risks
Avoiding failures
Caution
Professional competence
Reliability
Friendliness
|
Venturesomeness
Getting over failures
Courage
Social competence
Creativity
Persistence
|
| I CAN ... |
Handling
Abilities
Skills/talents
Ability
Knowledge
|
Attending to customers
Solving problems
Answering questions
Talking
Presenting
Explaining technics
|
Winning new customers
Opening doors
Asking questions
Listening actively
Showing advantages
Dealing with objections
|
