PeopleSmart in Business eBook - The Platinum Rule

The Cautious Thinker Leader
Help them substitute quality for perfection
Since this type is characterized by the most complex thinking pattern,
they base their decisions on proven information and track records.
Th ey want to make rational choices based on facts, not on other
people’s opinions or testimonials —unless those people are those Cautious
Th inkers’ personal heroes.
Even then, they’ll probably want to see it in writing. When a C says,
“I need to think about it,” she usually means it. You can help her make
a decision by supplying the materials she requests and by allowing
her the time to make the right decision for her. Focus on emphasizing
deadlines and parameters so the Cautious Th inker can build those
time frames into her procedures.
How to develop Cautious Thinkers
When coaching a C, point out the most important things to remember
fi rst. Th en demonstrate the procedure in an effi cient, logical manner,
stressing the purpose of each step. Proceed at a relatively slow
pace, stopping at each key place in the process to check for his or her
understanding. Ask for possible input, especially regarding desired
refi nements that may be appropriate. Th is approach ensures success
with the task and minimization of stress for the Cautious Th inker.
Motivating Cautious Thinkers
Appeal to their need for accuracy and logic. Th is type doesn’t respond
well to fancy verbal antics, so keep your approach clear, clean,
and documentable. Better yet, provide illustration and documentation.
Avoid exaggeration and vagueness. Show them how this is the
best available current option. “Ms. Alberts, our offi ce cleaning service
should meet almost all your cleanliness needs. I think that a neat and
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