Your Caller is a "C" If:
Conversation: Formal greeting often referencing fulfillment of a commitment.
Example: "Hello Mr. Clark; I'm calling because you requested an update two days prior to our project meeting. This morning I e-mailed you the updated timeline."
Viewpoint: The phone is an instrument of communication to respond to specific requests in an accurate & complete manner.
Pace: Prudent, Structured, Deliberate.
Tone: Authoritative when presenting information; Skeptical when responding to the ideas of others.
Power Cues: C's use facts, statistics, analysis, documentation, research, & data showing pros/cons. They are information-driven and postpone making decisions until they have researched at least 3 credible sources.
Example: "I can't analyze these documents until the end of the week. And only after I hear back from my sources will I be prepared to provide my findings."
Use on Phone with a "C":
Approach: Present data in writing & in advance for review. Be detailed by providing thorough analysis of all facts. Request their expertise.
Example: "I'm considering purchasing X for our department. I have e-mailed you the specs & 3 competitive quotes. I would like to schedule an appointment for next week, to discuss what other factors I should include."
Word Choice: Stay formal and be specific & technically accurate. Beware, C's are typically wordsmiths. Choose your words carefully & keep in mind they interpret your words quite literally. And, unless previously established by the 'C,' use formal titles when addressing one another.
Example: "Dr. Ross, based on the ___ study, included in the book, ___ written by ___ & published in June 2009, there is evidence of ___. I would appreciate your recommendations regarding additional studies I should include in my research."
Pace: Make a conscious decision to state a fact or ask a specific question. Then pause & let them have time to think. Do not interrupt or rush.
Provide: More facts, less thoughts/opinions. Don't make assumptions. Structure each discussion topic with a beginning, middle, & end. Execute according to your plan & don't jump around.
Example: "Mrs. Bay, first, I' have found data that shows X; secondly, Y is clearly crucial, & lastly, Z is also evident. We will use this data to our advantage in the next presentation."
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