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6 - Profiling³ in Sales: Sell Better and More
In this way, your conversation partner senses that you
desire nothing more than to win HIM, and only HIM, as
a customer.
STOP!
Consider how to transition the complaint conversation into a
consultation conversation in a way that is appropriate for the type:
• Develop a guideline for the "optimal type-appropriate complaint
conversation", which you then adapt to the real circumstances in the
specific situation.
• Develop this guideline first for one type of customer, then for others.
This is how professional complaint management is created, in which
empathic understanding of the customer's world of ideas plays the
most important role.
Chapter Summary
• In the customer interview, Profiling³ helps sales staff to
lead the various customer types precisely to the
conclusion of the deal. In the job interview, Profiling³
helps you expand your knowledge of the applicants for
the vacant position.
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