Page 164 - Boettcher.indb
P. 164
THE POWER OF READING PEOPLE
• Avoid showing impatience at all costs.
• Decision-making can be challenging for them, so offer sup-
port and guidance to help them make choices.
• Stay amiable throughout and assist them with implementa-
tion to bring discussions to a fruitful end.
In summary, when interacting with an outgoing customer, it’s most
effective to be open and engaging. This openness should also be mir-
rored in your body language. Connect with them on an emotional
level and involve them in discussions, using phrases like “What do
you think about this . . . ?” or “How does this feel to you?”
Build a Relationship With the Green,
Steady Customer
When dealing with this type of customer, establishing trust is para-
mount. They prioritize a strong relationship and are focused on the
quality of the product or service—it must be top-notch. However,
steering the conversation from pleasantries to product details or as-
sessing their needs can be challenging, as they tend to circle back to
personal anecdotes, possibly due to apprehension about purchasing
the incorrect item or making a decision.
Key Point: Provide Security for Earth-Green Customers
Emphasize reliable products, extensive warranties, and
exceptional service to make an impression.
162
