Page 165 - Boettcher.indb

UNDERSTANDING CUSTOMERS TO SELL BETTER AND MORE

Understanding the true desires of this customer can be elusive.
You can guide them with your consistent approach, but exploiting
their indecisiveness will cause them to withdraw. Instead, maintain
engagement with eye contact or affirmative nods. Emphasize argu-

ments that signal safety and minimal risk. Assure them with facts
and the reassurance that they can decide without pressure. Striking a
balance between allowing them the autonomy to choose and subtly
guiding them is key, especially when closing the sale.

Give the Ice Blue Customer Information

The blue, rigorous customer is easily identifiable by their formal

and reserved manner; they take their time to deliberate and pose
many questions before making a decision. Success in business with
this type of customer hinges on your ability to provide thorough ex-
planations and assurances, allowing them to feel confident in their
decision-making. Supplying ample, detailed information will build
the foundation for trust and can lead to a loyal customer relation-

ship, assuming the product quality remains high.

Such customers may control the conversation’s pace and hint at
comparing your offer with competitors. Prepare extensively for these
interactions, as these customers need to be assured of your compe-

tence. They value thorough, well-structured arguments that address
their high demand for information. Expect to be questioned exten-
sively, as they tend to be skeptical and seek exhaustive clarification.

Typically cautious, customers with a blue style appreciate compre-

hensive responses to their queries. When faced with objections,
address them earnestly and leverage your knowledge to provide de-
tailed rebuttals. Make sure the customer feels heard and validated
by you. Best practices include allowing them the space to express

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