PeopleSmart in Business eBook - The Platinum Rule

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164 Seven: Selling and Servicing with Style! Impress upon your prospect that you intend to stand behind your product or service. Further, stress that you will follow up without taking a lot of his time. “You’re buying this to save eff ort and time. I want to make sure it continues to work for you. I’ll periodically check back to make sure everything is running smoothly, but I don’t want to waste your time with unnecessary calls. When I telephone, if everything is fi ne, just say so and that will be it. If anything is less than what you expect, I want you to call me right away and I’ll see to it the problem is fi xed immediately.” You may also want to off er a money back guarantee “If you aren’t satisfi ed that you got your money’s worth, I will personally take back the merchandise and write you a check.” SALES AND SERVICE STRATEGIES FOR DEALING WITH DOMINANT DIRECTORS: • Plan to be prepared, organized, fast-paced, and always to the point • Meet them in a professional and businesslike manner • Learn and study their goals and objectives—what they want to accomplish, how they currently are motivated to do things, and what they'd like to change • Suggest solutions with clearly defi ned and agreed upon consequences as well as rewards that relate specifi cally to their goals • Get to the point • Provide options and let them make the decision, when possible • Let them know that you don't intend to waste their time
How to Sell Your Product or Service to Interacting Socializers As with the other types, apply your active listening skills, but be an especially empathic listener with Interacting Socializers. Give positive feedback to let them know that you understand and can relate to what they’re feeling. When you talk about yourself, remember to use feeling words instead of thinking words. To paraphrase this concept, share your vision of the world in terms of your emotions, opinions, and intuitions. Tell stories about yourself, especially humorous or unusual ones, to win the heart (and sale) of an Interacting Socializer. Allow them to feel comfortable by also listening to their stories, even to the point of talking about topics that may stray from the subject. #1—making contact with the I When you write to or personally meet an Interacting Socializer, give the letter or meeting an upbeat, friendly feeling and faster pace. Don’t talk about features, specifi cs, or performance data. In your initial benefi ts statement, stress those aspects of your product or service that will give them what they want—status, recognition, excitement, and being the fi rst one on their block to have the newest, most dynamic product or service you can off er. Th e fi rst time you call an Interacting Socializer, use a more openended, friendly approach. Tell him who you are and say something like, “I’d like to come by and show you an exciting new product that will analyze and organize your accounts and help you become even more of a top performing salesperson.” When you meet an Interacting Socializer, think (or more specifi cally, feel) in terms of someone running for election. Shake hands fi rmly, introduce yourself with confi dence, and immediately show interest in him personally. Let him set the pace and direction of the conversation. 165
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People Smart: In Business Copyright
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Dedications From Tony Alessandra: T
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Table of Contents I Introduction 1
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II Introduction DISCstyles model. I
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IV Introduction Consequently, they
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VI Introduction Th is is a reader-f
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2 One: The Platinum Rule near her.
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4 One: The Platinum Rule second rea
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6 One: The Platinum Rule Modify you
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12 Two: I Know Who You Are, But Wha
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Chapter 3 How Will You Know One Whe
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Direct people are faster paced, mor
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What sort of feedback do you suppos
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Some are more, some less It is impo
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(I) Likely to reserve the expressio
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to stand further away from you, eve
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Ranges of behavior Whether a person
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To identify a person’s behavioral
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Th e second participant speaks with
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Dominant Directors may like to let
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signs personal birthday and Christm
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Shares personal More pitch Much han
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posters, and other personal items.
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phone and like to build a personal,
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fully and with less expression than
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tive and logical alternative for so
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If the shoe fi ts Th e dimensions t
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DAILY EXAMPLES OF THE FOUR STYLES S
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94 Five: On the Job Dominant Direct
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100 Five: On the Job pecially, brin
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102 Five: On the Job • Implement
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104 Five: On the Job Non-Interactin
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106 Five: On the Job What do Intera
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108 Five: On the Job task and take
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110 Five: On the Job • Librarian
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