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stroke=\"currentColor\" stroke-width=\"2\" stroke-linecap=\"round\"/>\u003C/g>",{"id":24,"documentId":25,"metaTitle":26,"metaDescription":27,"slug":28,"heroTitle":29,"heroUnderTitle":30,"heroUnderTitle2":31,"heroUnderTitle3":32,"heroCTA":33,"heroVideoUrl":32,"blog":34,"createdAt":35,"updatedAt":36,"publishedAt":37,"locale":38,"sectionSecurity":32,"heroCtAlink":32,"localizations":39,"heroImage":49,"recommendedArticles":133,"contentType":134},7227,"vurdjzky6jkixdwoavkr86n4","Alles over het Herrmann Model","Ontdek een effectieve methode om je verkooppitch te verbeteren met prospectprofielen.","/nl/sales-enablement/verkooptechnieken/herrmann-hbdi-model/","Wat is het Herrmann Model en de HBDI Tool?","Identificeer prospectprofielen","Verfijn je verkooptechnieken",null,"Vraag een offerte aan","In salestraining zijn er veel verkooptechnieken die gebaseerd zijn op het analyseren van prospectprofielen om je verkooppitch aan te passen. Ned Herrmanns benadering van hersenvoorkeuren benadrukt vier voorkeursdenkwijzen die met elkaar verbonden zijn en de diversiteit en rijkdom van onze individuele manieren van functioneren verklaren.\n\n## Wat betekent het Herrmann Model?\n\nDe theorie achter het __Whole Brain model__ en het __Herrmann Brain Dominance Instrument (HBDI)__ wordt ondersteund door meer dan 30 jaar wetenschappelijk onderzoek, met betrouwbaarheid en validiteit bewezen via een wereldwijde database van meer dan een miljoen mensen.\n\nNed Herrmann, de bedenker van het Whole Brain® model, wilde hersenonderzoek toepassen in de zakelijke wereld. Dit model is gebaseerd op het neurowetenschappelijke principe dat de hersenen in systemen werken, waarbij vier systemen worden geïdentificeerd die zowel professioneel als persoonlijk succes helpen verklaren.\n\nIn zijn hersendominantiemodel (HBDI) beschrijft Herrmann vier verschillende denkwijzen.\n\n[Pas je salestraining aan](https://www.leexi.ai/demo#cta)\n\n### 1. Analytisch Denken\n\n__Trefwoorden:__ logisch, feitelijk, kritisch, technisch, kwantitatief\n\n__Voorkeursactiviteiten:__ gegevens verzamelen, analyseren, begrijpen hoe dingen werken, ideeën beoordelen op basis van feiten, criteria en logica.\n\n### 2. Sequentieel Denken\n\n__Trefwoorden:__ voorzichtig, gestructureerd, georganiseerd, detailgericht, plannen\n\n__Voorkeursactiviteiten:__ instructies volgen, detailgericht werk, stap-voor-stap probleemoplossing, organiseren, uitvoeren.\n\n### 3. Interpersoonlijk Denken\n\n__Trefwoorden:__ kinesthetisch, emotioneel, spiritueel, zintuiglijk, voelen\n\n__Voorkeursactiviteiten:__ luisteren en ideeën uiten, zoeken naar persoonlijke betekenis, zintuiglijke input, groepsinteractie.\n\n### 4. Imaginatief Denken\n\n__Trefwoorden:__ visueel, holistisch, intuïtief, innovatief, conceptueel\n\n__Voorkeursactiviteiten:__ het grote geheel zien, initiatief nemen, aannames uitdagen, visuele elementen, metaforisch denken, creatieve probleemoplossing, lange termijn reflectie.\n\n![Vrouw legt uit aan groep](https://reliable-canvas-66698e1f5b.media.strapiapp.com/pexels_kampus_production_8636598_77a3bf4459.jpg)\n\n## Meer over het Herrmann Model\n\nHet Herrmann Model is gebaseerd op theorieën over modulaire cognitieve functies, inclusief goed gedocumenteerde specialisaties van de hersenschors en limbische systemen, evenals onderzoek naar links-/rechtsbrein lateraliteit door Roger Wolcott Sperry, Robert Ornstein, Henry Montzberg en Michael Gazzaniga.\n\nDeze theorieën zijn ontwikkeld als metafoor voor hoe mensen denken en leren. Het gebruik van deze metafoor is bekritiseerd door hersenonderzoekers zoals Terence Hines als te simplistisch, hoewel voorstanders stellen dat het metaforische kader nuttig is geweest in organisaties, vooral bij bedrijven en overheden.\n\n## Het Herrmann Brain Dominance Instrument (HBDI)\n\nDeze tool bestaat uit een __116-vragen__ beoordeling die je mate van voorkeur voor elk van de vier Herrmann denkwijzen bepaalt. Meer dan één stijl kan dominant zijn. Bijvoorbeeld, in het Herrmann model kan iemand sterke voorkeuren hebben voor analytisch en sequentieel denken, maar minder voor interpersoonlijk en imaginatief denken. Herrmann stelt ook dat iedereen alle stijlen in verschillende mate gebruikt.\n\nDit maakt het mogelijk te begrijpen hoe onze loopbaankeuzes, werkmethoden, leerstijlen, management en communicatie worden beïnvloed door onze hersenvoorkeuren.\n","2026-06-03T14:38:46.362Z","2026-06-03T17:36:47.308Z","2026-06-03T17:41:14.655Z","nl",[40,43,46],{"locale":41,"slug":42,"documentId":25},"fr","/fr/sales-enablement/technique-de-vente/modele-herrmann-hbdi/",{"locale":44,"slug":45,"documentId":25},"en","/en/sales-enablement/sales-techniques/herrmann-hbdi-model/",{"locale":47,"slug":48,"documentId":25},"de","/de/sales-enablement/sales-techniques/herrmann-hbdi-modell/",{"id":50,"documentId":51,"name":52,"alternativeText":53,"caption":32,"width":54,"height":55,"formats":56,"hash":90,"ext":58,"mime":61,"size":91,"url":92,"previewUrl":32,"createdAt":93,"updatedAt":93,"publishedAt":94,"focalPoint":32,"related":95},2085,"a0zga7ncywlwh7i6uar92var","pexels-anna-shvets-5324980.jpg","Meeting on board",1500,2000,{"large":57,"small":67,"medium":75,"thumbnail":82},{"ext":58,"url":59,"hash":60,"mime":61,"name":62,"path":32,"size":63,"width":64,"height":65,"sizeInBytes":66},".jpg","https://reliable-canvas-66698e1f5b.media.strapiapp.com/large_pexels_anna_shvets_5324980_60ced6d56d.jpg","large_pexels_anna_shvets_5324980_60ced6d56d","image/jpeg","large_pexels-anna-shvets-5324980.jpg",94.54,750,1000,94538,{"ext":58,"url":68,"hash":69,"mime":61,"name":70,"path":32,"size":71,"width":72,"height":73,"sizeInBytes":74},"https://reliable-canvas-66698e1f5b.media.strapiapp.com/small_pexels_anna_shvets_5324980_60ced6d56d.jpg","small_pexels_anna_shvets_5324980_60ced6d56d","small_pexels-anna-shvets-5324980.jpg",29.56,375,500,29559,{"ext":58,"url":76,"hash":77,"mime":61,"name":78,"path":32,"size":79,"width":80,"height":64,"sizeInBytes":81},"https://reliable-canvas-66698e1f5b.media.strapiapp.com/medium_pexels_anna_shvets_5324980_60ced6d56d.jpg","medium_pexels_anna_shvets_5324980_60ced6d56d","medium_pexels-anna-shvets-5324980.jpg",57.84,563,57838,{"ext":58,"url":83,"hash":84,"mime":61,"name":85,"path":32,"size":86,"width":87,"height":88,"sizeInBytes":89},"https://reliable-canvas-66698e1f5b.media.strapiapp.com/thumbnail_pexels_anna_shvets_5324980_60ced6d56d.jpg","thumbnail_pexels_anna_shvets_5324980_60ced6d56d","thumbnail_pexels-anna-shvets-5324980.jpg",4.9,117,156,4901,"pexels_anna_shvets_5324980_60ced6d56d",277.03,"https://reliable-canvas-66698e1f5b.media.strapiapp.com/pexels_anna_shvets_5324980_60ced6d56d.jpg","2025-11-04T15:02:40.925Z","2025-11-04T15:02:40.926Z",[96,98,110,121],{"id":24,"documentId":25,"metaTitle":26,"metaDescription":27,"slug":28,"heroTitle":29,"heroUnderTitle":30,"heroUnderTitle2":31,"heroUnderTitle3":32,"heroCTA":33,"heroVideoUrl":32,"blog":34,"createdAt":35,"updatedAt":36,"publishedAt":37,"locale":38,"__type":97},"api::child-page.child-page",{"id":99,"documentId":25,"metaTitle":100,"metaDescription":101,"slug":45,"heroTitle":102,"heroUnderTitle":103,"heroUnderTitle2":104,"heroUnderTitle3":32,"heroCTA":105,"heroVideoUrl":32,"blog":106,"createdAt":107,"updatedAt":108,"publishedAt":109,"locale":44,"__type":97},2781,"All About the Herrmann Model","Discover an effective method to improve your sales pitch by establishing prospect profiles.","What is the Herrmann Model and the HBDI Tool?","Identify prospect profiles","Perfect your sales techniques","Get an offer","In sales training, there are many sales techniques that rely on analyzing prospect profiles to tailor your sales pitch. Ned Herrmann’s brain preference approach highlights four preferred thinking modes that interconnect and explain the diversity and richness of our individual ways of functioning.\n\n## What does the Herrmann Model mean?\n\nThe theory behind the __Whole Brain model__ and the __Herrmann Brain Dominance Instrument (HBDI)__ is supported by over 30 years of scientific research, with reliability and validity proven through a global database of more than a million individuals.\n\nNed Herrmann, the creator of the Whole Brain® model, aimed to apply brain research to the Business world. This model is based on the neuroscientific principle that the brain works in systems, identifying four systems that help explain both professional and personal success.\n\nIn his brain dominance model (HBDI), Herrmann describes four different thinking styles.\n\n[Customize your sales training](https://www.leexi.ai/demo#cta)\n\n### 1. Analytical Thinking\n\n__Keywords:__ logical, factual, critical, technical, quantitative\n\n__Preferred activities:__ gathering data, analysis, understanding how things work, judging ideas based on facts, criteria, and logical reasoning.\n\n### 2. Sequential Thinking\n\n__Keywords:__ cautious, structured, organized, detail-oriented, planning\n\n__Preferred activities:__ following instructions, detail-focused work, step-by-step problem solving, organizing, implementing.\n\n### 3. Interpersonal Thinking\n\n__Keywords:__ kinesthetic, emotional, spiritual, sensory, feeling\n\n__Preferred activities:__ listening and expressing ideas, seeking personal meaning, sensory input, group interaction.\n\n### 4. Imaginative Thinking\n\n__Keywords:__ visual, holistic, intuitive, innovative, conceptual\n\n__Preferred activities:__ seeing the big picture, taking initiative, challenging assumptions, visual elements, metaphorical thinking, creative problem solving, long-term reflection.\n\n![Woman explaining to group](https://reliable-canvas-66698e1f5b.media.strapiapp.com/pexels_kampus_production_8636598_77a3bf4459.jpg)\n\n## Learn More About the Herrmann Model\n\nThe Herrmann Model is based on theories of modular cognitive functions, including well-documented specializations of the brain’s cortex and limbic systems, as well as research on left-brain/right-brain lateralization by Roger Wolcott Sperry, Robert Ornstein, Henry Montzberg, and Michael Gazzaniga.\n\nThese theories were developed to reflect a metaphor for how individuals think and learn. The use of this metaphor has been criticized by brain researchers like Terence Hines for being too simplistic, though supporters argue that the metaphorical framework has been beneficial in organizational contexts, especially in companies and governments.\n\n## The Herrmann Brain Dominance Instrument (HBDI)\n\nThis tool consists of a __116-question__ assessment that determines your degree of preference for each of the four Herrmann thinking modes. More than one style can be dominant. For example, in the Herrmann model, a person may have strong preferences for analytical and sequential thinking, but lower preferences for interpersonal and imaginative thinking. Herrmann also asserts that everyone uses all styles to varying degrees.\n\nThis makes it possible to understand how our career choices, ways of working, learning, managing, and communicating are influenced by our brain preferences.\n","2025-11-24T15:57:56.302Z","2026-02-11T10:53:30.764Z","2026-02-11T10:53:30.887Z",{"id":111,"documentId":25,"metaTitle":112,"metaDescription":113,"slug":48,"heroTitle":114,"heroUnderTitle":115,"heroUnderTitle2":116,"heroUnderTitle3":32,"heroCTA":117,"heroVideoUrl":32,"blog":118,"createdAt":119,"updatedAt":119,"publishedAt":120,"locale":47,"__type":97},6781,"Alles über das Herrmann-Modell","Entdecken Sie eine effektive Methode zur Verbesserung Ihres Verkaufsgesprächs durch Prospektprofile.","Was ist das Herrmann-Modell und das HBDI-Tool?","Prospektprofile erkennen","Verkaufstechniken perfektionieren","Angebot erhalten","Im Vertriebstraining gibt es viele Verkaufstechniken, die auf der Analyse von Prospektprofilen basieren, um Ihr Verkaufsgespräch anzupassen. Ned Herrmanns Ansatz der Gehirnpräferenzen hebt vier bevorzugte Denkmodi hervor, die miteinander verbunden sind und die Vielfalt und Komplexität unserer individuellen Funktionsweisen erklären.\n\n## Was bedeutet das Herrmann-Modell?\n\nDie Theorie hinter dem __Whole Brain-Modell__ und dem __Herrmann Brain Dominance Instrument (HBDI)__ wird durch über 30 Jahre wissenschaftlicher Forschung gestützt, mit Zuverlässigkeit und Validität, bewiesen durch eine globale Datenbank von mehr als einer Million Personen.\n\nNed Herrmann, der Schöpfer des Whole Brain®-Modells, wollte die Hirnforschung auf die Geschäftswelt anwenden. Dieses Modell basiert auf dem neurowissenschaftlichen Prinzip, dass das Gehirn in Systemen arbeitet, und identifiziert vier Systeme, die sowohl beruflichen als auch persönlichen Erfolg erklären.\n\nIn seinem Gehirndominanzmodell (HBDI) beschreibt Herrmann vier unterschiedliche Denkstile.\n\n[Personalisieren Sie Ihr Vertriebstraining](https://www.leexi.ai/demo#cta)\n\n### 1. Analytisches Denken\n\n__Schlüsselwörter:__ logisch, sachlich, kritisch, technisch, quantitativ\n\n__Bevorzugte Aktivitäten:__ Datensammlung, Analyse, Verständnis von Funktionsweisen, Bewertung von Ideen basierend auf Fakten, Kriterien und logischem Denken.\n\n### 2. Sequenzielles Denken\n\n__Schlüsselwörter:__ vorsichtig, strukturiert, organisiert, detailorientiert, planend\n\n__Bevorzugte Aktivitäten:__ Befolgen von Anweisungen, detailorientierte Arbeit, schrittweises Problemlösen, Organisation, Umsetzung.\n\n### 3. Zwischenmenschliches Denken\n\n__Schlüsselwörter:__ kinästhetisch, emotional, spirituell, sensorisch, fühlend\n\n__Bevorzugte Aktivitäten:__ Zuhören und Ideen ausdrücken, Suche nach persönlicher Bedeutung, sensorische Wahrnehmung, Gruppeninteraktion.\n\n### 4. Imaginatives Denken\n\n__Schlüsselwörter:__ visuell, ganzheitlich, intuitiv, innovativ, konzeptionell\n\n__Bevorzugte Aktivitäten:__ das große Ganze sehen, Initiative ergreifen, Annahmen hinterfragen, visuelle Elemente, metaphorisches Denken, kreatives Problemlösen, langfristige Reflexion.\n\n![Frau erklärt Gruppe](https://reliable-canvas-66698e1f5b.media.strapiapp.com/pexels_kampus_production_8636598_77a3bf4459.jpg)\n\n## Mehr über das Herrmann-Modell\n\nDas Herrmann-Modell basiert auf Theorien modularer kognitiver Funktionen, einschließlich gut dokumentierter Spezialisierungen der Hirnrinde und limbischen Systeme sowie Forschungen zur Links-/Rechtshirnlateralisation von Roger Wolcott Sperry, Robert Ornstein, Henry Montzberg und Michael Gazzaniga.\n\nDiese Theorien wurden entwickelt, um eine Metapher für individuelles Denken und Lernen zu schaffen. Die Verwendung dieser Metapher wurde von Hirnforschern wie Terence Hines als zu einfach kritisiert, doch Befürworter argumentieren, dass der metaphorische Rahmen in organisatorischen Kontexten, besonders in Unternehmen und Behörden, hilfreich war.\n\n## Das Herrmann Brain Dominance Instrument (HBDI)\n\nDieses Tool besteht aus einer __116-Fragen__-Bewertung, die Ihre Präferenz für jeden der vier Herrmann-Denkmodi bestimmt. Mehr als ein Stil kann dominant sein. Zum Beispiel kann eine Person im Herrmann-Modell starke Präferenzen für analytisches und sequenzielles Denken haben, aber geringere für zwischenmenschliches und imaginatives Denken. Herrmann betont auch, dass jeder alle Stile in unterschiedlichem Maße nutzt.\n\nSo lässt sich verstehen, wie unsere Karrierewahl, Arbeitsweise, Lern-, Management- und Kommunikationsstile von unseren Gehirnpräferenzen beeinflusst werden.\n","2026-06-03T16:32:52.313Z","2026-06-03T16:32:52.380Z",{"id":122,"documentId":25,"metaTitle":123,"metaDescription":124,"slug":42,"heroTitle":125,"heroUnderTitle":126,"heroUnderTitle2":127,"heroUnderTitle3":32,"heroCTA":128,"heroVideoUrl":32,"blog":129,"createdAt":130,"updatedAt":131,"publishedAt":132,"locale":41,"__type":97},3003,"Tout savoir sur le modèle Herrmann","Découvrez une méthode efficace pour améliorer votre argumentaire de vente en établissant des profils de prospects.","Qu'est-ce que le modèle Herrmann et l'outil HBDI ?","Identifier le profil des prospects","Perfectionner ses techniques de vente","Obtenir une offre","Dans la formation vente, il existe une multitude de techniques de vente qui s'appuient sur l’analyse du profil des prospects pour adapter son argumentaire de vente. L’approche des préférences cérébrales de Ned Herrmann est une méthode qui met en lumière quatre modes de fonctionnement préférentiels qui se lient entre eux et expliquent la diversité et la richesse de nos fonctionnements individuels.\n\n## Le modèle Herrmann, qu’est-ce que ça veut dire ?\n\nLa théorie sur laquelle __le modèle Whole Brain__ et __l’instrument Hermann de dominance cérébrale (HBDI)__ ont été construits a été étayée par des preuves de fiabilité et de validité issues de plus de 30 ans de recherche scientifique sur une base de données mondiale comprenant plus d’un million d’individus.\n\nNed Herrmann, l’initiateur du modèle Whole Brain®, a cherché à appliquer la recherche sur le cerveau au domaine des affaires. Ce modèle se fonde sur le principe neuroscientifique que le cerveau fonctionne en systèmes, et en déduit quatre systèmes qui aident à expliquer la réussite professionnelle et personnelle. \n\nDans son modèle de dominance cérébrale (HBDI), Herrmann décrit quatre modes de pensée différents.\n\n[Personnalisez votre formation commerciale](https://www.leexi.ai/demo#cta)\n\n### 1. La pensée analytique\n\n__Mots clés :__ logique, factuel, critique, technique, quantitatif\n\n__Activités préférées :__ collecte de données, analyse, compréhension du fonctionnement des choses, jugement des idées sur la base de faits, de critères et d’un raisonnement logique.\n\n### 2. La pensée séquentielle\n\n__Mots clés :__ garde, structuré, organisé, complexité ou détail, planification\n\n__Activités préférées :__ suivre des directives, travail axé sur les détails, résolution de problèmes étape par étape, organisation, mise en oeuvre.\n\n### 3. La pensée interpersonnelle\n\n__Mots clés :__ kinesthésique, émotionnel, spirituel, sensoriel, sentiment.\n\n__Activités préférées :__ écouter et exprimer des idées, rechercher une signification personnelle, apports sensoriels, interaction de groupe.\n\n### 4. La pensée imaginative\n\n__Mots clés :__ visuel, holistique, intuitif, innovant, conceptuel\n\n__Activités préférées :__ avoir une vue d’ensemble, prendre des initiatives, remettre en question les hypothèses, les éléments visuels, la pensée métaphorique, la résolution créative de problèmes, la réflexion à long terme.\n\n![Woman explaining to group](https://reliable-canvas-66698e1f5b.media.strapiapp.com/pexels_kampus_production_8636598_77a3bf4459.jpg)\n\n## En savoir un peu plus sur le modèle Herrmann\n\nLe modèle Herrmann se fonde sur les théories de la modularité des fonctions cognitives, y compris les spécialisations bien documentées du cortex cérébral et des systèmes limbiques du cerveau, ainsi que sur les recherches sur la latéralisation cerveau gauche-cerveau droit menées par Roger Wolcott Sperry, Robert Ornstein, Henry Montzberg et Michael Gazzaniga. \n\nCes théories ont été développées pour refléter une métaphore de la façon dont les individus pensent et apprennent. L’utilisation de cette métaphore a été critiquée par la suite par des chercheurs sur le cerveau tels que Terence Hines, qui l’ont jugée trop simpliste, bien que ses défenseurs soutiennent que la construction métaphorique a été bénéfique dans des contextes organisationnels, notamment dans les entreprises et les gouvernements.\n\n## L’instrument de dominance cérébrale de Herrmann (HBDI)\n\nLe format de cet instrument est une évaluation de __116 questions__, qui détermine le degré de préférence pour chacun des quatre modes de pensée du modèle Herrmann. Plus d’un style peut être dominant. Par exemple, dans le modèle Herrmann, une personne peut avoir de fortes préférences dans les modes de pensée analytique et séquentielle, mais des préférences moindres dans les modes de pensée interpersonnelle et imaginative. Herrmann affirme d'ailleurs que tout le monde utilise tous les styles à des degrés divers.\n\nAinsi, il devient possible de comprendre comment nos choix professionnels, notre manière de travailler, d’apprendre, de manager et de communiquer sont influencés par nos préférences cérébrales. \n","2025-11-05T15:31:46.152Z","2026-02-11T10:54:46.083Z","2026-02-11T10:54:46.187Z",[],"child-pages",{"left":4,"top":4,"width":136,"height":10,"rotate":4,"vFlip":6,"hFlip":6,"body":137},330,"\u003Cg fill=\"none\">\u003Cpath d=\"M325.378 65.7492V50.0301H329.083V65.7492H325.378ZM327.241 47.7992C326.654 47.7992 326.149 47.6047 325.726 47.2158C325.303 46.8201 325.092 46.346 325.092 45.7933C325.092 45.2339 325.303 44.7597 325.726 44.3708C326.149 43.9751 326.654 43.7773 327.241 43.7773C327.835 43.7773 328.339 43.9751 328.756 44.3708C329.179 44.7597 329.39 45.2339 329.39 45.7933C329.39 46.346 329.179 46.8201 328.756 47.2158C328.339 47.6047 327.835 47.7992 327.241 47.7992Z\" fill=\"white\"/>\n\u003Cpath 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