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6 - Profiling³ in Sales: Sell Better and More
In addition, the following applies (see Scheelen 2018, pp. 100-101):

• You will get into business with a fiery customer especially if
he is convinced that you are competent. Think carefully
about what your competence is and what advantages you
can offer.
• Prepare yourself optimally and concentrate on the essentials.
• Don't talk too much, the fiery customer loves to hold the
strings.
• Open up options for him to choose between.
• You should not conceal disadvantages. If the fire-red
customer feels that he has been ripped off, you are rid of him
forever.
• Go ahead and flatter him a bit - but without laying it on too
thick.
• This customer will always try to push the price, even to win
and defeat you. Let him win - namely, where you have
planned for this in advance, for example, by determining
where you are willing and able to make concessions.

Inspire the sun yellow customer

Values such as individuality, innovation, inspiration and fun are
important to the sunny yellow customer. Approach him in a
friendly and cordial manner. Try to establish a harmonious
relationship in a positive and trusting atmosphere. It is
counterproductive if you are short-tempered, closed and cool.

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