Page 200 - Company Excellence

Part III: Chapter 7 ‐ What customers really like

• He does not resent his brusqueness and is opti- matic and
friendly.
• He sells him the most innovative products he has, even if
he is reluctant to do so.

Inspire the customer of the yellow personality type with
strong communication skills
Values such as individuality, innovation, inspiration and fun are
important to the yellow customer. The salesperson approaches him
in a friendly and cordial manner and tries to build a harmonious
relationship in a positive and trusting atmosphere. It is
counterproductive if he is short-tempered, withdrawn and cool.

The relationship-oriented customer loves inspirational and
creative creative conversation - the salesperson therefore
thinks of an exciting and emphasizes what is new, special or
unusual about his offer or unusual aspects of his offer.

In addition:

• The salesperson listens carefully to the yellow customer
and takes time for him.
• The yellow customer will tell him stories and anecdotes; he
always tries to lead him back to the real core of the
conversation.
• He avoids any form of impatience.
• This customer finds it difficult to make decisions. The
salesperson therefore gives him decision-making aids again
and again.
• He remains friendly and provides the yellow customer with
conversion aids - also to lead the conversation to a conclusion.

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