I know! I know! It’s really easy to see me as a “C”! Last week we focussed on the “S” and showing my DiSC findings, it was easy to see that, whether natural or adjusted style, through most of my life I was either an SCDI or an DSCI. Back in the day, my “S’ was usually easy to see!

Not so much for the last 10-20 years. The Owl in me has begun to elbow the Dove aside! That’s not all bad except for those closest to me; even Owls have hearts, though!

As we did, let’s look at the Owl on a sales call!

1. When you (the Seller) face the C, know that they are very Adult, and are looking for the facts; the more details the better. But, wait! The challenge is your SAYA role mandates that you avoid giving them the facts before you have Discovered and understand their problems. That’s OK if you’ve mastered your selling skills. Know that the C prospect has thought through the problems and pains they have and are only to willing to tell you about them if you ask the right questions and hold them to answer your questions! Because they love the details and the truth they are usually ready to dive into the issues. Just ask good questions and drill down to get to their truth! They’re not real emotional people; they do have feelings and will share them…a little!
2. When you as the Seller are the C, you are prepared by nature! You love to ask questions and GET TO THE ANSWER! You must have your path carefully prescribed for you and have your questions ready. As you’ve been taught in the SAYA school, 
1. Be sure you’ve got the Expectation Check memorized and ready to deliver as learned! (Remind yourself before the call! T-A-N)
2. Have the Discovery Panel locked and loaded. Have your questions ready, ‘cause you don’t want to ramble or over-explicate when you’re in battle. (Here are the questions…1) Share a bit more about that? 2) How long OR how often has this been an issue? 3) Help me understand WHY this problem exists. 4) What have you done to address it? 5) How is this impacting you, personally? 6)How do you feel about it? [Ask them in this order! Stay in the moment and listen! Be sure you get an answer to each question!]
3. Explore, in detail the Buying Process…[Who will spend what when?]
4. The absolute What Happens Next is the If, Then Check! [If I can show you how we will help you escape your Prison and it fits your budget, will you tell me Yes or No?]

The devil is in the details and the “C” loves the details!