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HOW TO UNDERSTAND PEOPLE BETTER . . .
advice and direction, and this type’s patient and careful manner can
be very effective. They excel at making customers feel heard and
understood, which fosters trust. Balancing their approach with a bit
more enthusiasm and self-assurance will enhance their persuasive
abilities, allowing them to guide customers confidently toward deci-
sions that meet their needs.
Typical earth-green statements:
• “When a customer comes to me, he knows exactly what he
wants. My influence is therefore futile.”
• “It’s important that I listen to the customer and that they
trust me.”
• “I am successful when I stick to a conversation guide and
never deviate from it.”
• “I avoid conflicts—harmony is more important to me than
the opposing exchange of arguments.”
• “Serious and reserved behavior and the presentation of facts
are more important than arousing the fire of enthusiasm in
the customer.”
• “Honesty when talking to customers is my greatest asset and
the key that I can use to make a profit.”
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