Page 206 - Company Excellence

Part III: Chapter 7 ‐ What customers really like

to refute them in as much detail as possible. It is also crucial that
the customer feels understood and accepted by the salesperson.
A promising strategy is to avoid interrupting the customer, to let him
talk as much as possible and to let him decide in peace. The
salesperson should always make sure that the customer follows his
argumentation. To do this, he confirms the customer's arguments -
this makes it difficult for mistrust to grow. A central point is:

Agreements that the seller has made with the customer
should be adhered to precisely. Because if he disappoints
this customer, the plant of trust will probably be destroyed
forever.

This time, the checklist will help your salesperson optimize the most important
contact phases when dealing with the blue customer.

How does the seller sell to a blue customer when he himself is ... - a

blue seller?

• He will have no problems, because he is just as detail-
obsessed as the customer. He should only prevent himself
from getting stuck in the mere exchange of data and thus
missing the deal.

– is a red seller?

• The salesperson presents ample evidence and facts to the
customer.
• He patiently answers all questions and does not press the
Kun-w den.
• He expresses respect for him.

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