Page 159 - Was Menschen wirklich wollen Lese-PDF für Biblets

Vogelhuber, Scheelen - What people really want

to direct those areas that really interest him, are of particular
importance to him and drive him. The price then no longer
plays the dominant role.
• In conflict situations, Profiling³ supports you in responding
to the person or persons involved in the conflict in a
manner appropriate to their type.
• With unsympathetic interlocutors and customers - there are
supposed to be some! - it is possible to create a pleasant
conversational climate on the relationship level in a manner
appropriate to the type. With likeable customers, this climate
is created automatically - with unlikeable customers, you
should develop creativity.
• If you look after customers according to their type and with
profiling³, you build up intensive "we" relationships. These are
characterized by a mutual relationship of trust in which
"everything fits together. This is reflected in customer
comments such as: "I have been working with ... for years
now. for years now, and I have always had the greatest
possible benefit from it."
• In the final recommendation phase, you can make each
customer a "driver-oriented" offer, i.e. offer them the
prospect of a reward for a recommendation that suits
them.
• You achieve effectiveness at all levels with Profiling³. You
align your products and service activities, your strategy, your
workflows and processes, and your competencies and
attitudes in such a way that you can provide cordial,
personalized service to all your customers.

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