How to Spot a "C":
Conversation: Formal and factual.
Example: "Mr. Hall, where is the justification for your request?"
Pace: Methodical, Process-driven, analytical.
Example: "Please follow the timeline exactly as it is."
Tone: Business-like, controlled, logical, listens quietly and then asks why.
Example: "Our current software is working, why buy the new version?"
Focus: Procedures, accuracy, quality.
Example: "We will ship the parts when they are correct."
Power Cues: Spreadsheets, technical manuals, books, reference materials are sequenced.
How to Talk with a "C":
Approach: Be exact, logical and structured.
Example: "You will see the proposal begins with an in-depth analysis of our distribution vendors."
Wants: Justification, facts, data and prefers email.
Example: "This report provides the pros and cons as to whether we should be running 2 or 3 shifts."
Pace: Allow time to analyze and strategize.
Provide: Organized, detailed agenda.
Save Them: Interaction and congratulatory attention. Start with Business Overview, purpose, not a friendly anecdote.
Example: "As you see in the outline, we will be assessing the viability of the stock"
|
 Bonnie Burn
CEO & Master DISC Trainer
Certified Situational Leadership II Trainer
Author of Assessments A to Z, Jossey Bass
Author of Flipchart Power, Jossey Bass |
