Page 205 - Company Excellence

Company excellence through matching in customer contact

– is a blue seller?

• The seller gives him time to digest all the facts.
• He talks to the customer about the families of the people
involved and also addresses personal matters.
• He is always friendly.

Winning the customer of the blue personality type with
confidence
The salesperson recognizes the blue customer by his formal,
detached demeanor; he reserves time for reflection when making a
decision and often asks questions. The salesperson only does
business with the customer if he has been able to convince him in
detail and give him the assurance that he has made the right
decision. The salesperson gives the customer all the detailed
information he has. Once his doubts have been dispelled, he will
buy and probably remain a loyal customer as long as the quality is
right. The customer leaves the conduct of the conversation to the
salesperson, sometimes pointing out that he or she will also obtain
offers from competitors. The salesperson takes a lot of time to
prepare for the meeting. This is because it is important that he knows
with regard to this customer: "I am dealing with a competent
business partner!" It is worthwhile to prepare intensively for the
discussion with this customer and to meet the high information needs
of the counterpart with logically structured arguments. In addition,
this customer doubts a lot of things - he will give the salesperson
the proverbial "I'm a competent business partner.
literally "poke holes in the belly".
The blue customer usually behaves in a wait-and-see and reticent
manner. It is helpful if the salesperson knows how to give a convincing
answer to all the questions the customer asks. Furthermore, it is
crucial to build up a solid relationship of trust with the customer. That
is why the salesperson deals openly and seriously with the customer's
objections. He uses his professional competence,
203