Page 195 - Company Excellence

Company excellence through matching in customer contact

What companies also still really need: Customer Match

At the beginning of this book, I talked about how business
excellence can be built through these points: Outstanding leaders -
Enthusiastic employees - Satisfied customers - Successful
companies - Higher crisis management competence. Matching
succeeds in recruiting the right employees and managers and in
structuring employee management in such a way that employees are
willing and able to display topper- formance. In order to finally become
a successful and excellent company and to be able to cope with even
the most severe crisis situations, the answer to the question of how
to convince and inspire your customers and generate as many
satisfied customers as possible is missing. Again, the matching
approach helps:

With INSIGHTS MDI® it is possible to read the customer,
to recognize the type of customer and to direct the
contact as well as the discussion with the customer
accordingly - especially when the especially when the
salesperson uses the tool to reliably classify reliably
classify their own personality and type can do.

Sell true to type

Being able to assess yourself, building up knowledge of human
nature, establishing a stable relationship of trust, making an initial
assessment of the person you are talking to, paying attention to body
language and external features such as clothing, asking questions in
order to identify the personality type (= basic type) and the decisive
drivers or motivators - all this is what your salespeople should be able
to do in customer contact.

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