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THE POWER OF READING PEOPLE

Overview: The Earthy Green Salesperson Style

Strengths:

• Strong in long-term customer care

• Quickly breaks the ice and builds a bridge with the customer
• Analyzes exactly what the customer needs and listens to
them carefully

• Provides a compelling and consistent presentation

• Comes across warm and sincere

• Thorough and has good follow-up
• Loyal to the company and the company’s goals

Limitations:

• Tense or strained in unfamiliar surroundings, appears
to be trying

• Occasional interference by personal values

• Presentations sometimes lack enthusiasm and flair be-
cause of insecurity
• Avoids unpleasant situations and does not want to hurt

customers
• Has problems with follow-up

• Will yield to avoid conflict even when they know they
are right

• May not share their point of view to avoid being intrusive

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