PeopleSmart in Business eBook - The Platinum Rule

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Seven: Selling and Servicing with Style!
sider yourself a salesperson, remember that everyone sells something
every day—whether ideas, integrity, credentials, etc. Regardless of
your work, you can probably apply to your everyday life a few sales
tips that typically work with Dominant Directors.
#1—making contact with the D
When you write, call, or meet a Dominant Director, do it in a formal,
businesslike manner. Get right to the point. Focus quickly on the
task. Refer to bottom line results, increased effi ciency, saved time, return
on investment, profi ts, and so on. In other words, tell him what’s
in it for him.
If you plan to sell something or present a proposal to a Dominant
Director, take care to be well organized, time-conscious, effi cient, and
businesslike. As impatient as they are with a slower pace, Dominant
Directors become especially wary if they question a person’s competence.
Make sure they don’t question yours. Remember, Dominant
Directors don’t want to make friends with you; they want to get something
out of you if they think you have something to off er. And they’re
usually willing to pay for it.
As a sales or service person, it is your job to provide both suffi cient
information and enough incentive for the Dominant Director to meet
with you. When you call, you might say, “Some of the ways I thought
we would be able to work together are X, Y, and Z. Could we discuss
those when I call you at a time of your choice?” By planting a seed, you
may raise his interest level and the priority of your next call, unless, of
course, he just isn’t interested. Since individuals who fi t this type pride
themselves in being busy, they dislike granting several meetings. But
if they think that time spent now will save time later, they’re likely to
initially explore matters with you now, rather than later.