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

The sunny yellow salesperson is able to quickly establish an
emotional relationship with the customer due to his eloquence
and obliging, optimistic manner. He is particularly strong at cold
calling - he can quickly inspire people. But since product
knowledge is not his main focus, he often believes that he can
acquire orders primarily through a friendly relationship with the
customer. His motto is: "The main thing is that the customer likes
me. Then I can also convince him of my products and services."

He must therefore take care not to neglect the customer benefit
and the presentation of the product advantages in the customer
discussion. He must prepare himself better for customer
meetings. When dealing with objections, he tends to avoid
conflicts and difficult discussion situations - he likes to
"humanize" things. And that's fine, as long as he doesn't cross
the line into pushiness. Because that would scare off customers
who tend to value facts.

And these are typical statements of the sunny yellow salesman:

• "If I build a good interpersonal relationship with the
customer, I have a good chance of closing the deal."
• "I don't get right down to business in the opening phase of
the customer meeting, preferring to make small talk first."
• "It's more important to build a relationship of trust with the
customer than to provide information about the product."
• "I don't guide the customer to the conclusion - he has to
decide on his own."

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