PeopleSmart in Business eBook - The Platinum Rule

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Seven: Selling and Servicing with Style!
way, with a few updates here and there. Don’t worry about the updates
because I’ll be here to walk you through them each step of the way.
And the real benefi t, in the fi nal analysis, is that this refi nement will
result in more stability than we now have.”
Concentrate on security, harmony, steadiness, and concrete benefi ts.
“Th is pension plan could help your entire staff save for their retirement
with a minimum amount of worry. Even though Social Security
may be tapped out by the time they retire, they’ll be able to depend on
this safety net.” Answer their concerns about how and what as well as
you can. Reassure them that you’ll fi nd out about the information they
want to know; then do it. Stress that this isn’t a big change, just a way
to help them do what they already do . . . only better.
Steady Relaters like to be shown the appropriate steps to follow, so
share those with them. “Aft er you turn the equipment on, push the blue
button to activate the computer. When you hear the motor, begin.” Involve
them by asking their opinions. “Is this an important concern for
you, or are you looking for some other specifi c benefi t, instead?”
#4—gaining commitment with the S
Steady Relaters are slow, deductive decision-makers. Th ey listen to
the opinions of others and take the time to solicit those opinions before
making up their minds. So make a specifi c action plan. Provide
personal guidance, direction, or assurance as required for pursuing the
safest, most logical course to follow. When you reach agreement, try
to explore any potential areas of misunderstanding or dissatisfaction.
Steady Relaters like guarantees that new actions will involve a minimum
risk to their desired stable state, so off er assurances of support.
Try not to rush them, but do provide gentle, helpful nudges to help
them decide, when needed. Otherwise, they may postpone their decisions.
Involve them by personalizing the plan and showing how
it will directly impact them and their co-workers. “Our system will