The Platinum Rule: Discover the Four Basic Business Personalities and How They Can Lead You to Success
In this entertaining and thought-provoking book, Tony Alessandra and Michael O'Connor argue that the "Golden Rule" is not always the best way to approach people. Rather, they propose the Platinum Rule: "Do unto others as "they'd" like done unto them". In other words, find out what makes people tick and go from there.
primary responsibility and your involvement is limited. • Treat yourself to free time and recreation. THE RELATING THINKER (“The Administrator”) You're the most inward-acting of all the behavioral styles. You like to work independently on familiar tasks that you can self-direct. That's how you avoid being embarrassed by inferior work or other surprises. You're restrained, diplomatic, accommodating— and a true perfectionist with tasks and people. You always see a better way and a worse
naturally well suited for accomplishing certain tasks as they were for enjoying one another's company. But don't give up yet on Bernice—or on lots of others whose personal style may not be a perfect fit with the situation. In the next chapter we'll look in detail at ways to adapt to the other styles so that these natural barriers can be surmounted. In truth, with some effort at understanding and applying The Platinum Rule, you can change your compatibility so you can work successfully with
stalls. Meetings of Socializer teams “seldom follow a fixed agenda. If an agenda has been established, it is ignored,” writes our colleague, Dr. Phillip Hunsaker in his book, The Dynamic Decision Maker. “After starting a meeting with a specific issue or problem in mind, a [Socializer] group tends to let whatever happens just happen. Usually, this means visiting many topics in quick succession.” As a result, groups consisting of Socializers often stand out from the others by producing a great
Similarly, practicing The Platinum Rule doesn't fundamentally change you or the other person. It empowers you by making you multilingual, in a sense. Knowing how to listen and speak in the “language” of those around you is a delightful, useful tool that can be used to resolve differences, maximize strengths, and enjoy a fuller, more successful life by better understanding yourself and the people around you. 2 GETTING TO KNOW THE FOUR BASIC STYLES Your phone rings. Ralph, one of your
contest. But savvy salespeople see objections differently. They view them not as rejections but as “midcourse corrections” that can steer you toward, not away from, your sales destination. Think of “objections” as opportunities to make sure you have the right product matched to the customer's needs. If you don't, then pass up this sale and preserve the potential long-term relationship. But if you've really done a good job of information-gathering since the beginning, if you've kept in step with