PeopleSmart in Business eBook - The Platinum Rule

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Seven: Selling and Servicing with Style!
Since Interacting Socializers typically enjoy talking about themselves,
ask questions about them. “How did you got into this business?” Prepare
for lengthy answers, though. Plan to have as many meetings with
an Interacting Socializer as necessary to build the relationship and
gather information. Aft er your fi rst visit, you may want to meet for
breakfast or lunch. Placing a time limit on those two meals is easier
than putting a cap on dinner.
#2—studying I’s needs
Interacting Socializers get bored quickly when they’re not talking
about themselves. Th at’s why so much information gathering needs
to revolve around them. But remember to strike a balance between
listening to their life’s stories and gathering the information you need
to be an eff ective sales consultant. When asking business questions,
keep them brief. If you can, work these exploratory questions in with
the social questions. “You mentioned people as one of the keys to your
success. How do you fi nd (recruit) the people you work with? What
kind of training do you give them?” Th e better your relationship with
an Interacting Socializer, the more willing he’ll be to cooperate and
talk about the task at hand.
Interacting Socializers can be so open they may tell you their fondest
hopes and aspirations. If you can demonstrate how your product
or service can get them closer to their dreams, they may become so
excited about your product—and you—that they’re likely to sell themselves
to you.
#3—proposing solutions for I’s
Style is as important as substance, so sell the sizzle as well as the steak.
Th e presentation should show an Interacting Socializer how your product
or service will increase his prestige, image, or recognition. Talk