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THE POWER OF READING PEOPLE
not to become overbearing as this can alienate customers who favor
a more fact-based approach, even though one of their strengths is
humanizing the sales process..
Typical sunny yellow statements:
• “If I build a good interpersonal relationship with the cus-
tomer, I have a good chance of closing.”
• “In the opening phase of the customer conversation, I don’t
get straight to business but prefer to make small talk first.”
• “It is more important to build a relationship of trust with the
customer than to provide information about the product.”
• “I don’t guide the customer to the conclusion—they have to
decide on their own.”
• “The customer closes if they like me.”
Overview: The Sunny Yellow Salesperson Style
Strengths:
• Cold-calling
• A customer relaxes thanks to the sunny yellow seller’s
casual style
• Resourceful, adaptable, and flexible
• Provides entertaining presentations
• Captivates the customer with their enthusiasm for a
solution
• Conversation conclusions are usually imaginative
• Creative and sociable follow-up
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