Page 199 - Company Excellence

Company excellence through matching in customer contact

– is a yellow seller?

• The salesperson does not tell jokes and does not start small
talk on his own initiative. He strictly sticks to the sales pitch,
avoids interruptions and does not waste time.
• He avoids touching and hugging.
• He sets clear deadlines and sticks to them himself.
• He remains true to his convictions and does not constantly
prove the customer right.

– is a green seller?

• The salesperson delivers his presentation as confidently as
possible.
• He is not intimidated and scared away by the energetic and
challenging red customer. He is prepared for it and counters
vigorously.
• In the needs analysis, he focuses on the "what" and "when."
• He acts a little faster than usual with everything. But he
doesn't let himself be rushed either.
• He focuses on the business. He doesn't think about the
personal relationship with the red customer, what he thinks
about him or what he thinks of him. Because that is completely
unimportant. At best, the red customer will have confidence in
his competence, not in him as a person.

– is a blue seller?

• The salesperson does not overwhelm the redhead with
facts and figures. He gives him only the most important
information, gets to the point as quickly as possible, and
concentrates on closing the deal.

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