The Platinum Rule

1
The Platinum Rule

• Lori A. Cotillo

2
Todays 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

3
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

4
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?

5
The Effects of Personality Clashes

• Destroys teamwork
• Shatters morale
• Weakens productivity
• Prevents good business deals

6
Personality Groups

• Director
• Thinker
• Relater
• Socializer

7
Identifying Behaviors

• Open
• Shares feelings freely
• Relaxed and warm
• Physical contact
• Animated expressions
• General enthusiasm and talkativeness

8
Identifying Behaviors

• Guarded
• Feelings are kept private
• Sticks to the facts
• Avoids physical contact
• Displays formal or distant demeanor

9
Identifying Behaviors

• Direct
• Solid eye contact
• Firm handshake
• Emphatic, sometimes confrontational

10
Identifying Behaviors

• Indirect
• Cautious
• Quiet
• Reserved
• Patient
• Diplomatic
• Understated

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Personalities Behaviors FormThe Platinum Grid

• 
  

Open
Socializer
Relater
Direct
Indirect
Director
Thinker
Guarded
12
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.

13
The Thinker

• Indirect and guarded
• Systematic, analytical, orderly serious
• Great problem solver
• Likes structure, doesnt 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.

14
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

15
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.

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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?

17
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

18
Effectively Dealing With a Socializer

• Very outgoing, chatty, engages you
• Warm office, a bit unorganized
• Lots of group pictures theyre in them!
• How is their behavior?
• Effective Dealings
• Affirmation of their role
• Personal attention
• Provide focus and organization

19
Effectively Dealing With a Relater

• Quiet, shy, thorough and methodical
• Likes routine and stability
• Easy to get along with friendly relationships
• Doesnt like making decisions
• Doesnt like change
• Effective Dealings
• Assure minimal risk
• Slower pace
• Provide encouragement
• Warm and friendly

20
Effectively Dealing With a Thinker

• Orderly, serious and critical
• Analytical and systematic
• Likes structure, doesnt 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

21
Your Selling Approach

• People buy when theyre understood give them
  what they want
• Director wants control
• Socializer wants recognition or excitement
• Relater wants support
• Thinkers wants facts/reasoning based decisions

22
Your Selling Approach, contd

• 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

23
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 how they want to be treated