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THE POWER OF READING PEOPLE

themselves fully without interruption and ensuring they understand
and agree with your points to prevent mistrust.

Key Point: Counteract Skepticism From Blue
Customers With Reliability

Adhering to your commitments with this customer is
non-negotiable; breaking trust could irreparably
damage the relationship.

Follow-up actions should be executed with care, offering a com-

fortable space for them to seek further information or clarification,
catering to their need for meticulousness and reassurance.

ADDRESS DRIVING FORCES IN CUSTOMER
DISCUSSIONS

Based on the behavioral style you’ve identified, use your questioning
skills to uncover the customer’s motivators. Once you’ve gathered
this information, tailor the following aspects of your interaction to
better align with the customer’s values:

• Opening and argumentation: Craft your initial approach
and arguments to resonate with the customer’s values.

• Handling objections: Anticipate and prepare for any objec-
tions that may arise, addressing them in a way that reflects
the customer’s priorities.
• Closing: Shape the conclusion of your interaction to rein-

force how your product or service aligns with the customer’s
values.

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