Page 207 - Company Excellence

Company excellence through matching in customer contact

– is a yellow seller?

• The salesperson does not tell the customer stories and
nothing personal.
• He prepares much better than with other customers and
shows no emotion.

– is a green seller?

• The salesperson is not put off by the blue customer's constant
inquiries.
• He meets his skepticism with aplomb.

Push the Button: Responding to the Drivers
In the next step, the salesperson tries to identify the customer's
most important motivators based on the personality type he or she
has identified, using the questioning technique. He then has
enough information to design the opening and argumentation
phase, but also the objection handling and the closing phase with
the respective customer in a target(-er) manner:

• A customer with a strong theoretical value is all about
knowledge, background, causes and connections. Helpful
arguments with him should be addressed to his mind and
reason, because he is a rational person.
• A customer with a high economic value wants to see
measurable results, everything should pay off. He attaches
great importance to money and financial independence -
accordingly, the arguments of the salesman and his
approach should be structured.

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