Page 157 - Was Menschen wirklich wollen Lese-PDF für Biblets

Vogelhuber, Scheelen - What people really want

• A customer with a strong theoretical value is all about
knowledge, background, causes and connections. Helpful
arguments with him should be addressed to his mind and
reason, because he is a rational person.
• A customer with a high economic value wants to see
measurable results, everything should pay off. He attaches
great importance to money and financial independence -
accordingly, your arguments and your approach should be
structured.
• A customer with a strong aesthetic value attaches more
importance to the packaging than to the content. Make it
clear to them, for example, that your product or service will
help them realize their vision. Ensure harmony in customer
contact.
• A customer with a high social value takes great interest in
his fellow men. Make it clear to him that - pathetically
speaking - through the relationship with you the world
becomes a little better and he can better actualize his
potentials.
• A customer with a high individualistic value has ambitious
goals and wants to achieve a lot. Show him that and how
he can increase his sphere of influence and responsibility
and optimize his position with your help.
• A customer with a strong traditional value has strong beliefs
and is committed to them. Show them that your products and
services help make their world more stable and secure.

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