The Platinum Rule for Sales Mastery

by Anthony J. Alessandra, Scott Michael Zimmerman, Joseph La Lopa

This is just a sampling of the powerful techniques you will learn from this book: 1. Discover the preferred business situations for Directors - on page 8 2. Socializers typically work in these types of careers - see page 17 3. Use the checklists on pages 64 & 66 to quickly and accurately identify the styles of your prospects and customers 4. Learn the 14 traits of highly adaptable people - on pages 87 & 88 5. Discover the best ways to introduce yourself to each of the four behavioral styles on page 116 6. Learn the types of questions you might ask a third person to determine your prospect's style - on page 117 7. Read the best ways to leave a voice mail message for each of the four behavioral styles - on page 118 8. Learn how to use the "funnel technique" of questioning to discover your prospect's needs - on pages 128 & 129 9. Use the feature-feedback-benefit technique discussed on pages 136 & 137 10. Discover how to get a commitment from a Thinker on page 148 11. Use the four-touch after-sale follow-up system presented on page 152 Time has proven that people like to buy from people they know, like and trust. Your ability to connect with people, maintain rapport, lower tension and increase trust will determine how high you climb in the sales profession. Mastery of The Platinum Rule will give you an unfair advantage over other salespeople. Here are expert opinions: "The Platinum Rule is communication and relational genius, translated into a very simple, daily philosophical approach that gets results. Well done " Jim Rohn, CPAE, Author, The Five Major Pieces to the Life Puzzle "The Platinum Rule is the priceless key to unlocking the door to empowerment, productivity and all business andpersonal relationships." Denis Waitley, Author, Empires of the Mind and The Psychology of Winning "The success we achieve is in direct proportion to our ability to understand and communicate with people. Communicating with people on their terms, not our own, is the key to creating a loyal customer base and creating mutually profitable business relationships; both of which result in higher productivity and increased earnings potential. The Platinum Rule is the single most effective tool for learning how to get exactly what we want in life by helping others get exactly what they want - the win-win we're all seeking." Tod Barnhart, Author, The Five Rituals of Wealth

248 pages, Hardcover

First published August 1, 2006

About the author

Has also published under the name Dr. Tony Alessandra

Reviews

[Michael Burns]

I had to read this for work. It's... it's not bad, but it doesn't grab me. I know that's asking a lot from a business book. An enjoyable business book is a unicorn, and too good for this word to exist.

The platinum rule is 'treat others the way they want to be treated' as opposed to the golden rule. It's a good idea in principle, different people have different wants and needs. However as with most business books, it's a 50-100 page thesis that gets expanded to 300 pages. As a result there's a lot of fluff and a lot of repetition.

The core tenants revolve around people being broken down into four basic categories, and four subcategories within that. Thinker, Relater, Socializer and Director, all of which are fairly self explanatory. I got a Socializing Thinker, to which no one was surprised about the Thinker bit.

Again not bad but it repeats itself. And gives several examples that are redundant. And again not bad but it repeats itself....

[Will Jeffries]

Tony is a good presenter. You can find some of his material on tstn.com

Also, you can find more about him at: http://www.alessandra.com/