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THE POWER OF READING PEOPLE

• “I am successful when I know everything about the product
and can answer every customer question correctly.”

• “The best way to deal with objections is to refute them in
writing after the conversation.”
• “For the customer, time is money—so I don’t bother them
with personal questions.”

Overview: The Ice Blue Salesperson Style

Strengths:

• Are real experts

• Excellent preparation from the first contact
• Master of probing questions

• Know everything about the product/service

• Evaluates the situation and the facts very thoroughly
• Provides detailed presentations

• Perfect follow-up

Limitations:

• Seems rather quiet and reserved

• Ice breaking and small talk are not their thing
• The customer can perceive their insistent questions as

intrusive, critical, and tactless
• Sometimes, their questions or presentation of informa-
tion may come across too strong and risk making the

customer feel dumb

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