PeopleSmart in Business eBook - The Platinum Rule

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