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The Platinum Rule. Lori A. Cotillo. Today’s Objectives. What is the Platinum Rule? Review the four basic business personalities Review the four behaviors Creating The Platinum Grid Identify personalities and behaviors and assess best method of dealing with them. The Platinum Rule.
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The Platinum Rule Lori A. Cotillo
Today’s Objectives • What is the Platinum Rule? • Review the four basic business personalities • Review the four behaviors • Creating The Platinum Grid • Identify personalities and behaviors and assess best method of dealing with them
The Platinum Rule “Do unto others as they would like done unto them.” • Treat them the way they want to be treated! • Build rapport with everyone • Eliminate personality conflicts • Help ensure smooth and effective dealings with others • Learn to understand others
How do you know how someone wants to be treated? • Each person has their own habits and point of view • These traits fall into predictable patterns • Behavior styles or personal styles • Identifying personal style • Hand shake • Eye contact • Crisp or chatty on the phone • How is their office decorated?
The Effects of Personality Clashes • Destroys teamwork • Shatters morale • Weakens productivity • Prevents good business deals
Personality Groups • Director • Thinker • Relater • Socializer
Identifying Behaviors • Open • Shares feelings freely • Relaxed and warm • Physical contact • Animated expressions • General enthusiasm and talkativeness
Identifying Behaviors • Guarded • Feelings are kept private • Sticks to the facts • Avoids physical contact • Displays formal or distant demeanor
Identifying Behaviors • Direct • Solid eye contact • Firm handshake • Emphatic, sometimes confrontational
Identifying Behaviors • Indirect • Cautious • Quiet • Reserved • Patient • Diplomatic • Understated
Personalities & Behaviors FormThe Platinum Grid Open Socializer Relater Indirect Direct Director Thinker Guarded
The Director • Direct and guarded • A natural leader – in control, drive to win and achieve • Greatest failing: how they treat others • Greatest fear: being too soft • Great asset – makes things happen Directors could improve relationships by being more sensitive, patient, and showing concern.
The Thinker • Indirect and guarded • Systematic, analytical, orderly & serious • Great problem solver • Likes structure, doesn’t like surprises • Great failing: being too critical • Greatest fear: irrationality, and sometimes logic, gets in the way of humanity • Greatest asset: being right, getting the job done with plenty of follow-through Thinkers can improve their world by becoming more flexible.
The Relater • Indirect and open • Earnest, methodical & thorough • Likes predictable routines, stability • Good listener, warm & friendly relationship with co-workers • Rises thru the ranks because they are well-liked • Does not like conflict or aggressive behavior • Greatest failing: timidity, does not like making decisions • Great fear: change • Greatest strength: easy to get along with; persistent in achieving goals Relaters could benefit from learning to just say “no” and becoming less sensitive to the feelings of others
The Socializer • Direct and open • Motivated by need for approval • Chatty, jovial, playful, fun-loving • Enjoyable to be around • Likes to talk about themselves • Greatest failing: can be erratic • Greatest fear: rejection • Greatest strength: fun A socializer could benefit from backing off, getting emotions under control, and get organized.
Effectively Dealing With Each Personality Type • Interpret what you observe • Behavior • Environment • Ask yourself two questions: • Are they more direct or indirect? • Are they more open or guarded?
Effectively Dealing With a Director • Very business-like setting • No warmth, only place to sit is in front of the person • Desk is neatly piled with work • How is their behavior? Effective Dealings: • Get to the Point • Not the time for personal stories or jokes • Direct the conversation toward a goal
Effectively Dealing With a Socializer • Very outgoing, chatty, engages you • Warm office, a bit unorganized • Lots of group pictures – they’re in them! • How is their behavior? Effective Dealings: • Affirmation of their role • Personal attention • Provide focus and organization
Effectively Dealing With a Relater • Quiet, shy, thorough and methodical • Likes routine and stability • Easy to get along with; friendly relationships • Doesn’t like making decisions • Doesn’t like change Effective Dealings: • Assure minimal risk • Slower pace • Provide encouragement • Warm and friendly
Effectively Dealing With a Thinker • Orderly, serious and critical • Analytical and systematic • Likes structure, doesn’t like surprises • Like to work by himself in a world of logic and order • Seems cold and distant Effective Dealings: • Provide lists • Factual, solid evidence • Be well-prepared, thorough
Your Selling Approach • People buy when they’re understood – give them what they want • Director wants control • Socializer wants recognition or excitement • Relater wants support • Thinkers wants facts/reasoning based decisions
Your Selling Approach, cont’d • Five Basic Steps • Contact • High developed sense of personality style • Explore • Find the customers problems, provide solutions • Collaborate • Match the customers needs to your solutions • Commit • Closing the sales; build a long-term relationship • Assure • Maintain contact after the sale
Summary • The Platinum Rule • Helps to achieve success • Feel less stressful • People prefer working with those they like • People prefer working with those who understand their needs • Exercise the Platinum Rule principles and treat others howthey want to be treated