PeopleSmart in Business eBook - The Platinum Rule

#1—making contact with the C
Before meeting, tell them briefl y what you’ll cover so they know what
to expect. Th is can be done when you make the appointment. Show
them logical proof from reliable sources that accurately documents your
quality, track record, and value. Once you’ve verifi ed your credentials,
preferably in writing or with tangible examples (make copies of a few),
you can establish your product’s or service’s credentials, too.
Speak slowly. Economize on words. Explain why you are contacting
them. Th is type doesn’t care as much about social interaction, beyond
courtesy and pleasantness, so get to the point. Avoid making small
talk and speaking about yourself, except to initially establish your
credibility. Cautious Th inkers tend to be somewhat humble and are
naturally suspicious of those who talk themselves up.
#2—studying C needs
Cautious Th inkers oft en like to answer questions that reveal their
expertise, so they can be very good interviewees. As long as you ask
logical, fact-oriented, relevant questions, they tend to enjoy talking to
you. Phrase your questions to help them give you the right information.
“How many pages of completed copy do you typically write per
week?” Ask open and closed questions that investigate their knowledge,
systems, objectives, and objections. “When do you foresee fi nishing
this project?” or “What possible problems do you think you
might encounter?” Let them show you how much they know.
Make your own answers short and crisp. If you don’t know the answer
to something, don’t fake it. Tell them you’ll get the answer for
them by a certain time, then do it.
#3—proposing solutions for C’s
Emphasize logic, accuracy, value, quality, and reliability. Present
obvious disadvantages. Make your points, and then ask if they want
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