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HOW TO UNDERSTAND PEOPLE BETTER . . .
• May seem uninterested in listening to the customer’s
point of view
• Loses sight of the goal because of all the details
• Customers can lose interest because the contact is too
impersonal for them
THINK ABOUT IT!
To get a feel for what behavioral styles and sales skills each basic
type has, practice by assigning yourself and then your customers and
employees to one of the basic types. Review the descriptions pro-
vided for each color type. Practice by using the terms you’ve become
familiar with. This hands-on approach will help you become more
comfortable and proficient in identifying and describing these traits
in real-world scenarios.
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