PeopleSmart in Business eBook - The Platinum Rule

identify which employees deserve immediate raises at a faster rate
than our old method.” When asking for a commitment, guide them
toward a choice if they seem indecisive. “We’ve gone over all the
possibilities for improving customer service, Seymour. I think this
option is the best because it will generate the most customer interest.
Why don’t we go ahead and implement it now?”
Another approach is to lead Steady Relaters. Once you have determined
which action is in their best interest, lead them to the confi rmation
with your recommendation. “Jean, we’ve talked about a lot of
things and I fi rmly believe this is the best solution for you. I would not
recommend it if I wasn’t 100% convinced it will work for you.” When
you’ve gained agreement, you can gently lead the Steady Relater to the
next step. “If you agree with everything we’ve just discussed, our next
typical step with a customer is to fi ll out the agreement and then begin
the process with a deposit.”
Th ere is nothing pushy or manipulative about this if you have studied
your prospect’s needs and are now recommending a solution that
you honestly believe best satisfi es their needs. Th en it’s a win-win situation.
Anything less is actually a losing proposition for this prospect.
#5—assuring S’s satisfaction
Practice consistent and predictable follow-up. Give them your personal
guarantee that you will remain in touch, keep things running
smoothly, and be available on an as needed basis. Steady Relaters like
to think they have a special relationship with you, that you are more
than just another business acquaintance. Remember they dislike oneshot
deals, so follow up to maintain your relationship. Of all the types,
they most prefer a continuing, predictable relationship. Impersonal,
computerized follow-through is not as appealing to this type, so continue
building your business relationship with your low-keyed attention
and off ers of assistance. “I’ll call on you once each month to make
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