•High C buyers will work in neat, orderly offices.
•In most cases, their desks will be clean.
•They will be prepared for the visit, on time, and will have read any advance material.
•The atmosphere will be business-like, but unhurried and deliberate, but they may be suspicious of you and your products.
•They will exhibit precise, restrained manner but will be courteous and diplomatic.
•They will be a stickler for accuracy & thoroughness, process-oriented, with emphasis on detailed organization.
•They are not innovators.
•They will not readily try out new & innovative technology.
•They will dress conservatively and unobtrusively. They don’t want their outfits to call attention to them.
The High C’s Expectations
•High C buyers expect the sales call to move at a pace that provides them with just enough time to consider thoughtfully the key points.
•They will want you to present all the facts you have at your disposal and will want the time to think about the data before making a decision.
•They want guarantees and assurances that they will be made whole if something goes sour.