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

The "earthy green" and steady personality type

This introverted type is compassionate and patient, steady and
reliable. He wants to build a tension-free and cooperative
relationship with his fellow men. In doing so, he is pressed for
consistency and security. He deals a lot with the relationship
level between people and can get involved with others.

He is very reliable, polite, but also reserved. With his taciturn
nature, he has difficulty motivating and inspiring others. In
addition, he radiates a fundamental indecisiveness and
skepticism. This makes it difficult to get a clear statement from
him. He likes to keep all doors open for himself.

The earth-green salesperson is a down-to-earth type who acts in
partnership with and loyally to the customer, informs him factually
and in detail. He tries to put himself in the customer's shoes, is
reliable in person and a recognized relationship manager and
popular colleague. He works tirelessly on strategies and methods
with which he can identify the customer's needs and bind the
customer to him in the long term.

But his strengths are at the same time the causes of his
weaknesses: In sales talks, he appears too reserved, he lets the
customer take the initiative and shows little enthusiasm for
making decisions. By sticking to the status quo, fear of change
and a strong need for security, he often misses sales
opportunities. This is because he believes that he cannot control
or refute the customer's decision and objections anyway. When
he is

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