Page 151 - Was Menschen wirklich wollen Lese-PDF für Biblets

Vogelhuber, Scheelen - What people really want

The managing director of the jewelry chain, at any rate, is aware of his
values and is aware of them, and this is where our "Golden Rule" comes
into play: "Treat the other person the way you would like to be
treated". In the meantime, profiling skills help the managing director
very well to recognize himself, to recognize the other person and then
also to use the language of the counterpart. And it goes without saying
that his world of values still plays an important - or rather, the most
important - role in his business contacts!

First of all, we want to give you specific tips for dealing with the
four basic types.

Inspiring the fiery red customer in a fact-oriented manner

The red-dominant customer often sees the conversation with the
salesperson as a test of power and a verbal confrontation with
"sharp weapons" - he wants to assert himself in the "battle" with
the conversation partner and dominate him. Therefore, he tries to
score points on the content level: "Stop it. I read in the
newspaper yesterday that ..." Or he attacks the salesperson on
the relationship level and accuses him of incompetence. He uses
objections as a means to make it clear that he, the customer, has
the upper hand. Therefore:

Stay objective and don't pick a fight even when attacking
on the relationship level.

However: You do not have to be offended. Nevertheless, you
should use every opportunity to get into the factual waters on the
one hand by conducting the conversation in a calm and sou-
verain manner, and on the other hand to give the customer the
feeling that he or she is dominating the communication.

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