Page 155 - Was Menschen wirklich wollen Lese-PDF für Biblets

Vogelhuber, Scheelen - What people really want

Eye contact or confirming nod. It is important to emphasize
arguments that offer him security and show that he is taking as
little risk as possible. Convince him with facts and the promise
that he can make a decision in peace. Find a happy medium
between an approach that leaves him room to make his own
decision and cautious control - this applies especially in the
closing phase.

Giving the ice blue customer peace of mind

You can recognize the ice-blue customer by his formal,
detached demeanor; he reserves time for reflection when
making a decision and often asks questions. You will only do
business with him if you have been able to convince him in
detail and give him the assurance that he can make the right
decision and that he has made the right decision. Give him all
the detailed information you have. If his doubts are cleared up,
he will buy and probably remain a loyal customer as long as the
quality is right.

He leaves the conduct of the conversation to you, sometimes
pointing out that he will also obtain competitor offers. Take
plenty of time to prepare for the meeting. It is important for this
customer to know that "I am dealing with a competent
business partner!" It pays to prepare intensively for the
conversation with him and to meet his high demand for
information with logically structured arguments. In addition, he
doubts many things - this customer will ask you the proverbial
"holes in the belly".

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