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6 - Profiling³ in Sales: Sell Better and More

Build relationship with the earth green customer

The best way to do business with this customer is to gain his
trust. He is primarily interested in building a good relationship
with you. He pays a lot of attention to quality; the product or
service simply has to be good. The problem: You will often
find it difficult to put the conversation on the track "consulting
and sales". The reason: This customer consistently stays on
the relationship track. Every time you switch from small talk to
product presentation or ask questions to find out what they
need, they start all over again:
"What else I wanted to tell you ...". Sometimes this behavior
results from the fear of buying the "wrong" product or making a
purchase decision at all. Try to lead the customer out of his
hesitant attitude by not expecting him to learn too much new.
This means:

Convince with proven products, long warranty periods and top
service.

It is often difficult to recognize what this customer really wants.
Your consistent appearance makes it possible to steer them - but
you must not exploit this, otherwise they will retreat into their
shell and react even more cautiously to your arguments.
Testify to your attentiveness by

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