PeopleSmart in Business eBook - The Platinum Rule

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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
with new things. So make sure you reinforce their decision by giving them plenty of service and/or assistance immediately aft er the sale. Be certain they actually do use your product, or this type may get frustrated from incorrect usage and either put it away “never to be used again”—or return it for a refund. Th ink of yourself as an organizer for a basically less organized type to allow them to get the most out of your product. As a bonus for the extra eff ort, remember that they tend to talk up or talk down whatever pops into their minds. Since they mingle with so many people, you can even ask them if they would be willing to share with others their glowing testimonials about you and your product or service. SALES AND SERVICE STRATEGIES FOR DEALING WITH INTERACTING SOCIALIZERS: • Show that you're interested in them, let them talk, and allow your animation and enthusiasm to emerge • Take the initiative by introducing yourself in a friendly and informal manner and be open to new topics which seem to interest them • Support their dreams and goals • Illustrate your ideas with stories and emotional descriptions that they can relate to their goals or interests • Clearly summarize details and direct these towards mutually agreeable objectives and action steps • Provide incentives to encourage • Quicker decisions • Give them testimonials 169
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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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8 One: The Platinum Rule Most of th
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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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74 Four: Creating Personal Power Th
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94 Five: On the Job Dominant Direct
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96 Five: On the Job never buys gree
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98 Five: On the Job From bus excurs
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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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112 Five: On the Job others, follow
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114 Five: On the Job Steady Relater
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116 Five: On the Job • Dislike ta
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Page 201: ship & Character. Dr. O’Connor ha
Page 204 and 205: 186 Claim Your Bonus Once you’ve
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Page 208 and 209: 190 Claim Your Bonus How to Gain Po
Page 210 and 211: 192 Claim Your Bonus Mastering Your
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Page 216 and 217: 198 Claim Your Bonus It’s fun. It
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