Page 202 - Company Excellence

Part III: Chapter 7 ‐ What customers really like

yellow customers. He knows, "We don't really have to
become friends."
• He increases his pace a bit, but doesn't let himself get flustered.
He comes back to the actual topic again and again in a
persistent but friendly manner.

– is a blue seller?

• The salesperson does not burden the yellow customer with all
the facts and figures and concentrates on what is most
important. When he analyzes the need with the yellow
customer, he focuses on the "who" and "what else".
• He shows the customer a willingness to discuss with him, even
if he is not absolutely convinced that his ideas are feasible.
• He is as friendly as can be.
• He offers his innovative products to the customer.
• He arranges a close follow-up to prevent the yellow customer
from buying somewhere else after all. Since the customer can
hardly cope with the salesperson's reserved manner, there is
a high risk that he will leave again.

Convince the customer of the green personality type with
strong relationship
The best way for the salesperson to do business with this customer
is to gain his or her trust. He is particularly interested in building a
good relationship. The customer pays a lot of attention to quality.
The product or service simply has to be good. The problem: The
salesperson will often find it difficult to put the conversation on the
track "consulting and sales". This is because the customer
consistently remains on the relationship track. Every time the
salesperson wants to switch from small talk to product presentation
or ask questions to find out what the customer needs.

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