Sales Tip 1814: The Platinum Rule Versus The Golden Rule - Meshell Baker

“Focus on how your clients prefer to be treated. This means adjusting your communication style, your approach and offers based on their needs, not yours.” – Meshell Baker in today’s Tip 1814

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips Podcast and I’m your host, Scott Ingram. Today’s tip comes from Meshell Baker, our favorite sales confidence igniter and authentic selling crusader. Here she is.

Meshell Baker: Let me ask you a question. Are you treating your customers how you want to be treated or how they want to be treated? If you’re doing the former, you may be leaving potential sales and relationships on the table. That’s where the Platinum Rule comes into play. Now, we’ve all heard the Golden Rule Treat others the way you want to be treated. It’s maybe okay advice for personal relationships, but when it comes to sales, there’s an even better approach. The Platinum Rule Treat others the way they want to be treated. Why is this crucial for sales? Because it shifts the focus from you to them. From assuming what works for you is right for the others to actively understanding and serving the unique needs and preferences of each client.

So let me break this down into three takeaways and an immediately implementable tool. Number one, it’s about personalization, not assumption. The Golden Rule assumes everyone wants to be treated like you, but sales is about understanding the individual. According to a 2023 study from Salesforce, 66% of customers expect companies to understand their unique needs and expectations. The Platinum Rule asks you to do just that. Focus on how your clients prefer to be treated. This means adjusting your communication style, your approach and offers based on their needs, not yours. Number two, better customer relationships equal higher retention rates.

When you practice the Platinum Rule, you build deeper, more meaningful relationships. Research from HubSpot shows that 93% of customers are likely to make a repeat purchase with companies that offer excellent customer service. By treating customers in a way that resonates with them, you foster loyalty and trust. Instead of just closing a deal, you’re building a long term relationship that keeps them coming back. Number three, it increases your sales conversion rates. Here’s the truth. Customers are more likely to buy when they feel understood. In fact, Harvard Business Review found that emotionally connected customers or more than twice as valuable as highly satisfied customers.

That connection starts with understanding what makes them tick. The Platinum Rule allows you to create that emotional connection by treating clients in the way that aligns with their values, their preferences and their desires want even more data. According to Forbes, personalized experiences drive sales up to 20% because clients respond better to interactions tailored to them. If you’re not adapting your sales approach to individual needs, you’re missing out on all this potential conversion. So what can you do immediately? Start your next client interaction by asking what would be most helpful for you today. This simple question opens the door for dialogue and demonstrates that you value their needs over your own agenda. It’s a small change that will lead to significant results in your sales conversions. So remember, in today’s customer centric world, the Platinum Rule is your key to unlocking deeper connections, higher retentions, and better sales outcomes.

It’s not just about how you want to be treated, it’s about how they want to be treated. In the words of a quote by Sharon Leviton, the sales expert and author of Heart and Sell sales success comes when you sell the way your clients want to buy, not the way you like to sell. Have a great day selling.

Scott Ingram: For more from Meshell, just click over to DailySales.Tips/1814. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening.