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4 - Profiling³: "What do I make of it?" - Linking the profiling approach with personality diagnostic tool

• "A customer conversation without a close is wasted time -
it's the outcome that matters."
• "The goals of my company are also my goals."
• "If I 'ambush' the customer and intimidate them a little, my
chances of success go up."
• "I'm the expert, so I usually know better than the customer
what they need."
• "When a customer says no, that's when I really hit my
stride."

The overview summarizes the strengths and weaknesses of the fire-
red seller:

Overview: The fiery red salesman type

Strengths:

• Self-confidence and determination give ideal
authority
• Is perceived as an expert
• Gladly takes on difficult customers
• Delivers concise and condensed presentations
• Enthuses with convincing solution proposals
• Excellent follow-up

Weaknesses:

• Aggressive and dominant manner can
intimidate customers
• Goes too fast to the point, relationship building
falls by the wayside

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