Page 83 - Was Menschen wirklich wollen Lese-PDF für Biblets

Vogelhuber, Scheelen - What people really want

• "The customer will close if they like me."

Overview: The sunny yellow salesman type

Strengths:

• Cold acquisition
• Customer relaxes by casual style of sun yellow
salesman
• Is resourceful, adaptable and flexible
• Provides entertaining presentations
• Engages the customer through enthusiasm for a
solution
• Conversation conclusion is usually imaginative
• Creative and social follow-up

Weaknesses:

• Preparation often insufficient
• Topic area is not completed before switching to the
next one
• Seems lurid and exaggerated
• Too little patience to clarify even details calmly
• Quickly loses interest when day-to-day work kicks in
• Trust too much that the customer will already buy -
"because he likes me!"

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