The Platinum Rule for Selling Professional Services

Thursday, November 15, 2007

We have all heard of the "Golden Rule" and we should all aspire to live by it, especially when it comes to ethics, morals and honesty. However, when it comes to interpersonal communications and any sales process, if followed to the letter of the law, The Golden Rule often backfires. Think about it: "Do unto others as you would have them do unto you." The Golden Rule implies the basic assumption that other people would like to be treated the way that you would like to be treated.

The alternative to the Golden Rule is The Platinum Rule®: "Treat others the way they want to be treated." Ah hah! What a difference. The Platinum Rule accommodates the feelings of others. The focus of relationships shifts from, "This is what I want, so I'll give everyone the same thing," to, "Let me first understand what they want and then I'll give that to them." During this one-and-a half hour session, Scott Zimmerman will tell you:

• Why "The Platinum Rule" provides a distinct advantage for marketing and selling of professional services, and;
• How it revolutionized his company, The Cyrano Group, a company that also provides professional services, and;
• The reality of "Attention Erosion" – what it is and how to send messages that cut through the clutter, and;
• Why corporate newsletters are no longer effective (and what to do about this), and;
• The future of one-to-one marketing leveraging new technology.

The Platinum Rule divides observable behavior into four basic styles: Director, Socializer, Relater, and Thinker. Everyone possesses the qualities of each style to various degrees and everyone has a dominant style. By recognizing if another person is behaving like a Director, Socializer, Relater or Thinker, you can easily shift the pace and focus of each conversation to "connect" with the other person. Making this simple adjustment creates "rapport" between you and any other person!

A Modern Model for Chemistry: The goal of The Platinum Rule is personal chemistry and productive relationships. You do not have to change your personality – you simply have to understand what drives people and recognize your options for relating to and dealing with them.

The Platinum Rule will help you:

• Turn your salespeople and rainmakers into power producers;
• Define your best clients;
• Convert quality leads into clients;
• Efficiently up-sell and cross-sell;
• Improve client loyalty;
• Systematize business development functions to create predictable sales growth!

Our speaker, Scott Michael Zimmerman is the President of the Cyrano Group, Managing Partner of Platinum Rule Group, and also serves as a consultant, coach, trainer, inventor, speaker, and author.

WHERE: Sheraton Independence Hotel located at 5300 Rockside Road in Independence, Ohio 44131 (216) 524-0700

WHEN: November 15, 2007
Registration: 7:30A.M.
Breakfast & Presentation: 8:00-9:30 A.M.

R.S.V.P. Deadline is November 9, 2007