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Relationship Strategies: Using the Platimum Rule to Create Instant Rapport (New Edition)

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Side 1: A Proven Way To Build Rapport. The parable of the computer store. Variations of the Golden Rule. The Platinum Rule (= treat them they way they want to be treated... ie, relater style with relaters, thinker style with thinkers): an introduction. Social intelligence. The 4 behavioral styles: Director, Socializer, Relater. Thinker. Dealing with Ralph.

Side 2: Understanding the 4 Basic Styles. Thumbnail sketches of the 4 types -- mottos, assets, fears, failings. The Director: getting to the bottom line. The Thinker: everything in its place. The Socializer: the gift of gab. The Relater: a people person.

Side 3: Getting a Quick Handle on Anyone. 3 basic channels: verbal, vocal, visual. Sorting the types with verbal clues. Statements from the Director, Socializer, Relater, and Thinker. Vocal characteristics. The openness scale. Bubbles of interaction.

Side 4: The Platinum Grid. Direct vs. indirect. The 4 quadrants. Practicing identification: matching the type to the voice. More practice: Ann, Charlie, and Deborah. Still more practice with the Hotel Manager.

Side 5: Pinpointing Your Blend of Personal Styles. Discussing the 16 sub-styles: unique points, motivation, weaknesses. Personal empowerment pointers for increasing your effectiveness. Why each style is a rich part of life's mosaic.

Side 6: Building the Bridges of Compatibility. Finding rapport. Type interactions in social situations: high, moderate, and low compatibility. Building bridges. Type alignment on tasks: high, moderate, and low compatibility. Negotiating. Motivations during negotiation.

Side 7: Mastering the Skill of Adaptability. Managing relationships. A checklist of expanding your adaptability. Adapting to specific types. Examples of adaptability in action: Deirdre and Henry, Tom and Joel. Using you head and your heart.

Side 8: Bringing Out the Best in Groups. Firing somebody. Meetings and groups. Communication styles, influence, and goals. Making decisions. Creating diverse and targeted teams. Leading the group: selecting the best types to accomplish your goals.

Side 9: High Performance Leadership. Paying attention to individual preferences. Using the Platinum Rule to LISTEN. Four managerial situations: motivating, complimenting, counseling, and delegating.

Side 10: Five Steps to Successful Sales. Different approaches to buying a car. More feeling, control, excitement or logic? Selling with the Platinum Rule. The first two steps to any successful sale: contact and explore.

Side 11: Five Steps to Successful Sales (ctd.). The last three steps to a successful sale: collaborate, commit, assure. Changing from a salesperson to a problem solver.

Side 12: Creating a Web of Rich Relationships. A success story at the Million Dollar Round Table. The Platinum Rule outside the workplace. Children's behavioral styles. Flexibility and attitude. Versatility and aptitude. The benefits of the Platinum Rule in life. The royal pardon: final story.

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IS THIS PRODUCT RIGHT FOR YOU? This audio book is all about "The Platinum Rule" which (not "Golden Rule," treat others as you want to be treated, but rather) treat others the way THEY want to be treated. Meaning, when interacting with a Thinker (like me), don't aggravate them with schmoozing: give the logical facts, and probably in detail. THAT'S WHAT THEY WANT! It's the best, most happy, most effective, most concise, most pleasing way to deal with them. With Directors, give them the main point, quick, without stories, details, justifications, schmoozing. That's what they want! The Socializers will want to kill themselves if you give them lots of detailed logic: their decision will be based on how well you two get along.

If you think that's stupid or knew that already, don't buy this. For me it was a revelation. Although not new to psychology, I was quite short on social skills and when I stopped giving others the long, detailed facts (which I need & like) and started to be more personable with Socializers, more concise with Directors... everyone got much, much, much happier. It also explains what salesmen do wrong with me every time: they typically complain to me directly "I'm trying every trick in the book but you're not responding" as they try to get me to like them or get excited about the "wow" value or compliment me profusely when all I want is the facts (which I tell them but they don't believe). Different people respond to different approaches.

This is not a concise product: Tony gives personable stories and good details with multiple case examples so that by the end of the product you have a real feel for the 4 types and what they're looking for. The cassette tape version, if complete, also comes with a cheat sheet laminated summary of (1) Behavior: Open, Guarded, Direct, Indirect; (2) Behavioral Style Summary, (3) Prescriptions for Compatibility; (4) General & Sales Strategies for Relater, Thinker, Director, Socializer. But if you're not a detail oriented person you won't need or want the printed details: you'll get a sense of it all from his audio.

I have the cassette version and came to Amazon.com today to buy a CD or MP3 version of the same product because I liked it enough to buy again. I've heard samples of the MP3 version and I'm pretty sure it's the exact same product on a new format.