The Platinum Rule: Discover the Four Basic Business Personalities and How They Can Lead You to Success
Format: PDF / Kindle (mobi) / ePub
In this entertaining and thought-provoking book, Tony Alessandra and Michael O'Connor argue that the "Golden Rule" is not always the best way to approach people. Rather, they propose the Platinum Rule: "Do unto others as "they'd" like done unto them". In other words, find out what makes people tick and go from there.
enthusiasm or conflicts. Don was stunned. After the meeting, he took aside one of the salespeople he knew best and asked, “What gives? I knock myself out for you people, spend a lot of money I don't have to spend arranging a free vacation in one of the most glamorous spots of the world. And you all look at me like I'm Typhoid Tim. How come? I'm totally baffled.” The salesman explained how the employees appreciated the gesture, they really did. But it would have been wise to check first to see
styles. The best salespeople also reject the traditional concept of a sale. They realize that the world has changed in significant ways and that salespeople today need new skills, new attitudes, and a new understanding of how to work with their clients. Selling systems of the past won't work today because they were designed to work in an adversarial environment. But when your customers are your partners—and you want them as lifetime partners — you can't sell using commando tactics. An
personalize your dealings with them. Slow down and talk more. Try to speak in a friendly, informal way. Be flexible with your time, tolerating digressions such as stories and anecdotes. Open people are more comfortable with closer proximity. So stand closer than you normally might. Use a few relaxed gestures such as leaning back, smiling, or gently patting the customer on the back or shoulder. The point is: Everybody is easy to please, if you know how. With Directors, be efficient and
contact with your prospect is the first critical test. Your knowledge of The Platinum Rule will have an impact on the impression you give here. In the first few minutes, you often make, or break, the sale. In that time, your prospect sizes you up and decides if you're the type of person he'd like to do business with. This contact may be in person, over the phone, or by letter. Each makes a different impression and has its advantages and disadvantages. In-person meetings, for example, make the
prefer to plan everything, even spontaneity. One Thinker even makes notes about possible small-talk topics before going to office cocktail parties! Greatest Fear: Irrationality Thinkers want clarity and order. They must finish tasks without mistakes. One of their greatest irritations is disorganized, illogical people. Like the Relater, the Thinker is basically introverted and seeks answers by turning inward. So he or she often prefers to work with those who promote calmness or