Page 87 - Was Menschen wirklich wollen Lese-PDF für Biblets

Vogelhuber, Scheelen - What people really want

He knows every detail and knows the answer to every
question. But outwardly he seems rather distant and
seemingly uninvolved. In difficult situations, he listens
thoughtfully and very carefully. In doing so, he collects
numbers, data and facts. However, his fascination with details
can cause him to lose sight of the big picture. He has problems
with people who don't get to the point and talk a lot. The blue
type often seems somewhat stiff, quiet and closed, which can
hinder contact. He often feels uncomfortable at social events
and big functions because he is not a small talk type.

This fact- and task-oriented type of salesperson follows the
motto: "First think, check and check again - and then act."
Before advising the customer to do something, he has thought
the matter through thoroughly, obtained all available
information, carefully weighed up the pros and cons. But:
Customer relationships also thrive on a relationship of trust
developing between the customer and the salesperson, and
the introverted ice blue often has trouble with that. His love of
detail can lead to poor decision-making, and his fear of making
the wrong decision can lead to a lack of action orientation. He
should learn to present the concrete customer benefit in addition
to the product benefit, for example by training himself to put
himself in the customer's shoes.

His typical statements:

• "Customers want to be approached through the mind."
• "In business, only facts, facts, facts count - feelings don't
matter."
• "If you have visions, you need to see a doctor."

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