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6 - Profiling³ in Sales: Sell Better and More
Tips for profiling³ dealing with challenging

sales situations

If you have practiced and mastered the Profiling³ approach well,
it can help you especially in difficult and complex customer and
sales situations:

• The complaining customer builds up in front of you, he is
in a psychological fog, he is angry and annoyed. With the
help of your Profiling³ skills, you guide the complaining
customer back into the factual waters by handling his
complaint in a manner appropriate to his type and taking his
motivators into account. The aesthetically inclined
customer will accept different "reparations" than the
economically interested complainant.
• You can now structure your entire conversation guide
according to type - or better: your various conversation
guides. It is advisable to develop an individual guideline for
at least those customer types that you often encounter in
your sales practice, with a type-appropriate introduction of
interests and a personality-oriented presentation and
argumentation phase. Profiling³ pays off especially in the
objection handling and in the closing phase. In particular,
knowing the motivators helps you to convince the
customer of the benefits of an argument or a deal by
grabbing him precisely by his motivational horns.
• In our experience, the Profiling³ approach helps to focus
the customer's attention in the price war on

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