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

• "I succeed when I know everything about the product and
can answer every customer question correctly."
• "The best way to counter objections is to refute them in
writing after the interview."
• "Time is money for the customer - so I don't bother them
with personal questions."

We also provide an overview of this type of salesperson:

Overview: The ice blue salesman type

Strengths:

• Is a real expert - and radiates this as well
• Excellent preparation for the first contact
• Master of probing questions
• Simply knows everything about the
product/service
• Evaluates the situation and the facts very thoroughly
• Provides detailed presentations
• Perfect follow-up

Weaknesses:

• Seems rather quiet and closed
• Breaking the ice and small talk are not his thing
• His insistent questions may be perceived by the
customer as intrusive, critical and tactless
• Loses sight of the goal for all the details
• Customer may lose interest because the contact is too
impersonal for them

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