PeopleSmart in Business eBook - The Platinum Rule

about the favorable impact or consequences your suggestions will have
in making their working relationships more enjoyable. Give them incentives
for completing tasks by stressing how their contribution will
benefi t others and evoke positive responses from them. Presentations
need impact for this type, so involve as many senses as possible. Interacting
Socializers want both the presentation and the product to feel
great. Th ey also want to be reminded of who else has it; but spare them
the details of other people’s successes. Show them how you can save
them eff ort and still make them look good.
Back up your claims with testimonials from well-known people or
corporations. Interacting Socializers respond well to other people’s
positive experiences with your product or service—so tell them who
else uses it. If one of their heroes tries something, they’re likely to
try it, too. Better yet, name some satisfi ed acquaintances that the Interacting
Socializer knows and admires. He may even respond with,
“Go no further. If it’s good enough for Frederick Mullens, it’s good
enough for me. He probably spent weeks researching, comparing,
and contrasting. He really knows what he’s doing. You should put
that guy on your payroll.”
#4—gaining commitment with the I
Be open and ask, “Where do we go from here?” or, “What’s our next
step?” If your inventory is low, tell them. “I see you really are excited
about this. I only have three left . Do you want one now?” Interacting
Socializers are very spontaneous and respond well to the bandwagon
approach “Everybody’s doing it.” If they like something, they buy it
(all other things being equal). You may have to hold them back because
they also tend to overbuy, a behavior that both you and your
customer may live to regret.
Interacting Socializers don’t like paperwork and details, so they’re
likely to hesitate, and even procrastinate, when it comes to spending
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