PeopleSmart in Business eBook - The Platinum Rule

168
Seven: Selling and Servicing with Style!
the time required to create a commitment letter specifying who does
what by when. “Do you really think I won’t live up to my word?” While
a handshake is usually good enough for them, you’d be wise to have a
written understanding. Both of you may hear the same words, but Interacting
Socializers tend to interpret those words in a positive light—and
oft en to their advantage. For this reason, it may help to draw up a summary
in advance and go over it with this type of prospect. Make absolutely
sure that you agree on the specifi cs or, later on, you can almost bet
on some degree of misunderstanding and disappointment.
When the Interacting Socializer tells you a written agreement isn’t
necessary, simply say that you need such a clear summary for your own
benefi t so as to help yourself and others remember what is expected.
Also mention that you appreciate their show of faith in you. You might
say something like, “I just want to make sure that we’re in 100% agreement,
Mark. I’ll feel better about this if I keep a record for us to have if
we ever need to refer to it in the future.” When you put your concerns in
terms of such desired positive feelings, how can the Interacting Socializer
object?
“Okay, if it will make you feel better about it, but I’m already 100%
sure,” he may respond. Next, if required, change whatever details require
changing and the job will be done, quickly and painlessly. Finally,
go ahead and write up this agreement as a means of verifi cation and
send or, better yet, give him a copy in person. Th en you’ll have a much
better shot at a more long-standing, productive business relationship.
#5—assuring I satisfaction
In business, as in love, Interacting Socializers frequently buy before
they’re sold. When they jump in too quickly, the probability that they
may suff er buyers’ remorse is higher than for the other behavioral
types. Interacting Socializers need ongoing reminders that they’ve
made the right purchase decision because they get bored quickly, even