Sales Philosophy #1 – The Platinum Rule: Do unto others as they would have done unto themselves.
As you conduct your business, remember that most people are primarily interested in THEMSELVES. Your customers are not particularly interested in you, other salespeople, or your fellow employees. They are interested in themselves. Everyone must remember this at all times because making the customer happy is a key to success.
Many people try to live by the Golden Rule: “Do unto others as you would have them do unto you.” This certainly is a wonderful sentiment, but I feel there is a rule which is more important as it relates to selling and business.
When I first conceived this overriding philosophy of selling and doing business, it took a long time to explain what I meant. Over the years, I managed to reduce the text. I ultimately condensed the philosophy to the simple statement; Do unto others as they would have done unto themselves. I realized that was similar, yet significantly different from the Golden Rule. But it got me to thinking about a catchy title for the philosophy.
For some reason, my mind zeroed in on American Express. As you probably know, there is the green card. Then there is the gold card. And now there is the platinum card — a step up from the gold card. Well, I believe this philosophy is a step up from the Golden Rule, and I began calling it the “Platinum Rule.” Once again, the Rule is: “Do unto others as they would have done unto themselves.”
The philosophy of the Platinum Rule means that salespeople and other employees should always be most concerned with the customer. Totally concentrate on the needs and desires of the customer. This means pulling from the toolbox of your mind the appropriate knowledge and skills necessary to convey that what you are selling will solve the problems and needs of your customer. Try to treat your customers not as you want to be treated, but the way they want to be treated. Ask questions to find out the needs of your customers; they will usually tell you how to sell them if you ask good, open-ended questions.
The Platinum Rule: “Do unto others as they would have done unto themselves.” I wholeheartedly encourage you to adopt this rule. By simply applying the Rule, your sales will increase.