Page 201 - Company Excellence

Company excellence through matching in customer contact

The appropriate strategy for dealing with the yellow customer is to
approach him openly - although this openness should also be
expressed in body language. The salesperson addresses the
customer on an emotional level and includes him or her in his or her
own argumentation, for example, with sentences such as: "What do
you think of this ...?" or "What does your gut feel about this?
The checklist serves to optimize the most important contact
phases in dealing with the yellow customer.

Let's move on to the question: how does the seller sell to a yellow
customer when he himself...

– is a yellow seller?

• He will not have any major difficulties. Only: He must not
completely forget the time - and also not to tackle the
conclusion.

– is a red seller?

• The salesman is friendlier than usual and does not appear
quite so businesslike.
• He acts tolerantly and is not overly critical of the customer's
suggestions. He involves the customer and does not dictate
the solution that he himself has imagined.
• He also asks him again for his opinion after graduation to
improve the relationship.

– is a green seller?

• The salesperson overcomes the mistrust and inner
rejection regarding the exuberant nature of the

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