PeopleSmart in Business eBook - The Platinum Rule

170
Seven: Selling and Servicing with Style!
How to Sell Your Product or Service to Steady Relaters
Steady Relaters, concerned with maintaining stability for themselves,
want to know step-by-step procedures that are likely to meet
their need for details and logical follow-through action. Organize
your presentation—list specifi cs, show sequences, and provide data.
If possible, outline your proposals or materials. Satisfy their need to
know the facts, but also elicit their personal feelings and emotions by
asking for their input on “how to” aspects.
Listen patiently to Steady Relaters, projecting your true interest in
them as individuals in their own right. Express your appreciation
for their steadiness, dependability, and cooperative teamwork. Get
to know Steady Relaters personally. Flex yourself to be non-threatening,
pleasant, friendly, but still professional. Develop trust, credibility,
and friendship at a relatively slow, informal pace. Th en communicate
with them in a consistent manner on as regular a basis as
is required.
#1—making contact with the S
Contacts with to Steady Relaters are best when soft , pleasant, and
specifi c. Include the human element as well as references to things.
Mention the name of the person who referred you. “Hello, Mr. Newhouse,
I’m Sheldon Doolittle with the Pinpoint Acupuncture Clinic.
Mary Walsh said you would appreciate knowing about me and my
clinic. Oh, she did call you? Good. If you’d like, I could come by, we
could get to know each other, and I can tell you about the ways other
people have relieved their allergies with our treatments.” Remember
that you may have the best product or service in the world, but if the
Steady Relater doesn’t like you, she’ll settle for second, or even fourth
best, from a salesperson she likes.