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6 - Profiling³ in Sales: Sell Better and More

The ice-blue customer usually behaves in a wait-and-see and
reserved manner. It is helpful if you know how to give a
convincing answer to all the questions he asks. Furthermore, it is
crucial to build up a solid relationship of trust with the customer.

Deal with his objections openly and seriously. Use your
expertise to refute them in as much detail as possible. It is
crucial that the customer feels understood and accepted by
you. A promising strategy is to avoid interrupting them, to let
them talk as much as possible and to let them decide in peace.
In addition, you should always make sure that the customer
follows your argumentation. If he confirms your arguments, it is
difficult for mistrust to arise. A key point:

You should keep the agreements you have made with him
to the letter. If you disappoint this customer, the trust will
be destroyed forever.

Addressing the drivers in the customer conversation

In the next step, you try to find out the customer's most important
motivators based on the personality type you have identified,
using your questioning technique. Then you will have enough
information to make the opening and argumentation phase, as
well as the one-wall treatment and the closing phase with the
respective customer more targeted. With regard to the identified
motivator, we provide you with the following tips:

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