“Treat others the way they want to be treated.” — Sell It Like a Mango, Chapter 9
When you’re pressed for quota, it’s tempting to default to The Golden Rule—pitching the way you like to buy. But buyers aren’t carbon copies of you. Donald C. Kelly’s Platinum Rule flips that script: tailor every touchpoint to the customer’s own style, priorities, and pace. The payoff? Faster trust, smoother closes, and relationships that outlive a single deal.
In today’s crowded inboxes and shrinking attention spans, relevance is currency. The Platinum Rule turns empathy into a competitive edge.
a. Decode Their Communication DNA
b. Map Their Buying Priorities
Document these traits in your CRM so your entire team speaks the same “buyer dialect.”
Kelly stresses listening to understand, not to respond. Try his “3:1 rule” on discovery calls: for every three sentences they speak, you get one to clarify or dig deeper. Use phrases like:
You’ll surface unspoken fears and aspirations that generic reps miss.
Small signals of adaptation shout, “I get you.”
The Platinum Rule doesn’t stop when the contract is inked.
Delivering value on their terms turns customers into case‑study champions and referral magnets.
Stay curious, stay flexible.
During a slow month, Kelly noticed two buyer personas in his mango stand: habitual tasters who asked many questions and quick snatchers who valued speed. He created two micro‑experiences:
Sales jumped, lines shortened, and customers felt understood—because they were.
Choose one live deal and schedule a 15‑minute “pre‑call empathy audit.” Note the buyer’s preferred pace, depth, and channel. Then redesign your next interaction to match. Measure the response—you’ll feel the Platinum difference immediately.
Because in sales, platinum isn’t just a precious metal; it’s the standard that turns strangers into superfans.
Start with a heartfelt handwritten note, then reinforce it through timed digital touches that add value, track engagement, and scale your personal brand.
A focused, IRDAI-compliant drip keeps Indian insurance prospects warm from first interest to sign-up by setting one goal, personalizing lightly, and tracking opens, clicks, and callbacks.
Amplispot is India’s trusted partner in sales automation and digital outreach for insurance agents. With our expertise in funnel optimization, we help agents stay top-of-mind using targeted retargeting and re-engagement campaigns that revive interest and drive conversions from cold or inactive leads.
Amplispot is a marketing intelligence platform trusted by leading brands to craft targeted communication across India's diverse customer base. Our approach to rural and Tier 2/3 content strategies helps companies build authentic local connections, enhance brand trust, and drive conversions where traditional campaigns fall short.
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