How the training works

Structogram Workshop 1: first day
In the Structogram Workshop 1, you will establish and interpret your own personal Structogram‚ as a result of the analysis. This will be called your biostructure: your own personal, individual ratio of influence of your three brain sections. You will learn to recognize similarities and differences compared to other people and gain valuable experience through interactivity in your group.

Answering the questions in the self-analysis provides indicative information. This is transcribed into diagram form by moving the Structogram Disc to reflect the answers to the self-analysis questions. The result is a visual diagram of your Structogram. The size of each color section marks the degree of influence of the corresponding brain section of your personality. You will achieve the goals of the Structogram Workshop 1 in five steps. 

  1. Self-analysis establishes your own personal Structogram.
  2. You interpret your Structogram with your instructor.
  3. You explore your Structogram's meaning.
  4. You learn to recognize that every structure has its advantages.
  5. You can use your personal strengths for immediate success.
Band 1 engl. mit Scheibe

Structogram 1 gives the Workshop 1 participant the key to self-knowledge, i.e. the recognition of his/her biostructure and with it his/her opportunities and risks, strengths and weaknesses. The most effective form of expressing an individual’s style then becomes clear.


Structogram Workshop 2: second day
In the Structogram Workshop 2, you will learn to analyze other people based on your knowledge of your own Structogram from Workshop 1.

In our working environment we have plenty of experts on specific subjects, but not enough experts on human nature. We hold sound "specialist knowledge" in high esteem because it was gained by education and confirmed by written references. Understanding human nature, on the other hand, is automatically expected of everyone.

Building on the knowledge gained from his/her own Structogram in Workshop 1, the participant will learn to analyze other people. He/she will learn to recognize the biostructure of other people and understand more clearly their behaviour. In the Structogram Workshop 2 it is possible to detect more than one biostructure, which is valuable to analyze teams and build them in an optimal way.

Band 2 engl. mit TrioMap

Structogram 2 gives the participant of the Workshop 2 the key to understanding others. The biostructure of other people can be recognized and he/she becomes more sensitive to their behaviour. Furthermore, it is also possible with Structogram 2 to "detect" and visualize several biostructures. This serves to analyze and build teams in an ideal way.



Structogram Workshop 3: third day (optional)
Successful sales and lasting customer satisfaction

Success in sales is based on three reasons and therefore also three assumptions, which are covered during this training:

First reason: Harmony between personality and method of sale
The assumption in this case is the self-knowledge. If you know your own strengths, weakness and limits, then you can consciously choose the appropriate sales methods and techniques.

Second reason: Addressing the customer’s preferences provided that it doesn’t compromise the authenticity of the salesperson
In this case the assumption is the understanding of others, which we acquire on the basis of the self-knowledge. The “automatic” consequence of self-knowledge and understanding others is a higher level of social expertise so necessary for a successful sale.

Third reason: Specific knowledge of the product or service
The assumption in this case is a thorough knowledge of the product not limited to its features and benefits, but including the knowledge about which of the many characteristics of a product will appeal to which groups (biostructures) of prospects and clients.

Training outcome
In the seminar “The key to understanding the customer” the participants learn the basic reasons leading to purchase, the social reasons and the elements of influence linked to the product. They also learn about the typical resistances to purchase associated with different biostructures. The salespersons learn how to phrase “suitable” argumentations for the products and services of the firm, while remaining “authentic” and believable during the sales process, thus gaining the trust of their customers.

Band 3 (english)

Note: Completion of Structogram workshops 1 & 2 is a prerequisite to be admitted to the workshop “The key to understanding the customer”.