{"id":257,"date":"2007-12-17T19:37:47","date_gmt":"2007-12-17T19:37:47","guid":{"rendered":"http:\/\/www.wensmedia.com\/\/salesarchive\/permalink\/2007\/12\/17\/143747.html"},"modified":"2007-12-17T19:37:47","modified_gmt":"2007-12-17T19:37:47","slug":"the-world-has-changedis-your-training-keeping-up","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/the-world-has-changedis-your-training-keeping-up\/","title":{"rendered":"The World Has Changed\u2026Is Your Training Keeping Up?"},"content":{"rendered":"<p><o:p><\/o:p><span style=\"font-size: small\"><span style=\"font-family: Arial\">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Old-school training often begins with the importance of &ldquo;getting people to like you&rdquo;.<br \/>\n<\/span><\/span><span style=\"font-size: small\"><span style=\"font-family: Arial\">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; The first new law of sales is not getting people to like you but rather it is learning to like the people you are selling to. This law, over time, will result in more positive reactions to you and your presentations.<br \/>\n<\/span><\/span><span style=\"font-size: small\"><span style=\"font-family: Arial\">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Out of touch sales trainers often talk about the golden rule, that is, &ldquo;Do unto others as <u>you<\/u> would have done unto you.&rdquo;<br \/>\n<\/span><\/span><span style=\"font-size: small\"><span style=\"font-family: Arial\">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; In his book, The Platinum Rule, Tony Alessandra explains why the Golden Rule no longer applies and is replaced by his Platinum Rule.<br \/>\n<\/span><\/span><span style=\"font-size: small\"><span style=\"font-family: Arial\">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; The Platinum Rule is &ldquo;Do unto others as <u>they<\/u> would have done unto themselves.&rdquo;<br \/>\n<\/span><\/span><span style=\"font-size: small\"><span style=\"font-family: Arial\">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; And there is a difference.<br \/>\n<\/span><\/span><span style=\"font-size: small\"><span style=\"font-family: Arial\">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; &nbsp;Psychologists have identified four basic behavior styles that you need to learn how to communicate with; Analytical, Expressive, Amiable and Driver.<br \/>\n<\/span><\/span><span style=\"font-size: small\"><span style=\"font-family: Arial\">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; When it comes to presentations, there is no one size fits all.<br \/>\n<\/span><\/span><span style=\"font-size: small\"><span style=\"font-family: Arial\">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; If your style is that of an Analytical, for example, you are inclined to be impressed by facts and figures in a presentation. If you are presenting to an Expressive buyer style, however, they are bored with figures and want to focus on exciting ideas in your presentation.<br \/>\n<\/span><\/span><span style=\"font-size: small\"><span style=\"font-family: Arial\">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; When you like your customers enough to study and cater to their buying style, you will forge stronger relationships and sell more advertising.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <br \/>\n<\/span><\/span><span style=\"font-size: small\"><span style=\"font-family: Arial\">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Beginning with liking your customers<span class=\"GramE\">,&nbsp; you<\/span> will have the desire, patience and passion to sell them the way want to be sold.<br \/>\n<\/span><\/span><span style=\"font-size: small\"><span style=\"font-family: Arial\">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Everyone has a preferred buying style, and caring enough about your prospects to sell them in their style will yield amazing results.<br \/>\n<\/span><\/span><span style=\"font-size: small\"><span style=\"font-family: Arial\">&nbsp;&nbsp;&nbsp;&nbsp;<\/span><\/span><\/p>\n<p class=\"MsoNormal\"><span style=\"font-size: small\"><span style=\"font-family: Arial\">P.S. You can learn more about Behavior Styles from a variety of books, including The Platinum Rule by Tony Alessandra, or you can contact <a href=\"mailto:angela@ensmedia.ca?subject=I%20would%20like%20to%20inquire%20about%20Noll%20%26%20Assoc%20Styles%20Sales%20Training%20Workshop\">ENS Media Inc<\/a>. about facilitating a Noll &amp; Associates Styles Sales Training workshop in your market.<\/span><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Old-school training often begins with the importance of &ldquo;getting people to like you&rdquo;. &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; The first new law of sales is not getting people to like you but rather it is learning to like the people you are selling to. This law, over time, will result in more positive reactions to you and your [&hellip;]<\/p>\n","protected":false},"author":35,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_hide_featured_image":false,"_jetpack_featured_image_duplicate_dismissed":0,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[1],"tags":[],"class_list":["post-257","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.6 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>The World Has Changed\u2026Is Your Training Keeping Up? - ENS on Sales<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/the-world-has-changedis-your-training-keeping-up\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The World Has Changed\u2026Is Your Training Keeping Up? - ENS on Sales\" \/>\n<meta property=\"og:description\" content=\"&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Old-school training often begins with the importance of &ldquo;getting people to like you&rdquo;. &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; The first new law of sales is not getting people to like you but rather it is learning to like the people you are selling to. 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