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Vogelhuber, Scheelen - What people really want

The relationship-oriented customer loves an inspiring and
creative conversation - therefore, think of an exciting
conversation starter and emphasize the new, special or
extraordinary aspects of your offer.

In addition (see Scheelen 2018, pp. 105-106):

• Listen carefully to the sunny yellow customer, take time for
him.
• He will tell you stories and anecdotes, then try to lead him
back to the core of the conversation.
• Avoid any form of impatience.
• This customer finds it difficult to make decisions. Therefore,
always provide him with decision-making aids.
• Always remain friendly and provide implementation
assistance to the sunny yellow customer, even to bring the
conversation to a close.

All in all, the appropriate strategy for dealing with the sunny
yellow customer is to approach him openly - and this openness
should be expressed in body language at the same time.
Address him on an emotional level, involve him in your own
argumentation, for example with sentences such as: "What do
you think of this ...?" or: "What does your gut feel about this?"

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