PeopleSmart in Business eBook - The Platinum Rule

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Seven: Selling and Servicing with Style!
So how can a salesperson get into a better business relationship with
a Dominant Director? Be prepared. In addition, demonstrate your
competence and show him how your product will help him achieve
his goals. Focus on results and highlight important specifi cs. Cut
out intermediate steps when you make your presentation, eliminate
the small talk, and stick to business. Professionalism counts with the
Dominant Director.
During those times when it’s appropriate to give historical data about
your company or a more detailed presentation, write it out before you
call. Th is allows you to highlight key points with a marking pen before
you see him. Otherwise you’re liable to bury him in a mass of paperwork.
Skip over less important facts and show him the bottom line
basics. Th en leave a copy of the printout with him so he can refresh his
memory later. Or he may want to delegate the fact checking to someone
who really enjoys it—a Cautious Th inker or Steady Relater.
Th ere’s another good reason for reviewing your material, printing it
out, and highlighting it. A Dominant Director may fi re off questions
at what seems to be a faster-than-the-speed-of-mouth rate. When he
wants to hear about how your product ties into the bottom line, he
wants to know now. Determine if he really needs the information immediately
to make his decision or if he just wants to challenge you. In
many cases, if he gets the information an hour from now, you can still
meet his needs.
#4—gaining commitment with the D
With Dominant Directors, you can come right out and ask whether
they’re interested. You might say, “Based on what we’ve just discussed,
are you interested in starting our service or carrying our product?”
A Dominant Director will oft en tell you yes or no in no uncertain
terms. At times, though, this type can put you off as if they can’t make
a decision, when, in fact, they aren’t even thinking about it. Th ey can