C. What Actions Sway the C-Types?

Praise and awards are not particularly effective to impress the C-type.  They look for those hidden features and gems like Body Language.  When talking with or meeting with C-types confidence is important.  Things to do and not do include:

  • Know what body language implies which emotion. For example, fear is evidenced by raised eyebrows and drawn together and by eyes wide open. Sadness is evidenced by a lack of expression, open mouth and a teary eye.  If you have an eye duct problem you need to fix that before an important meeting.  Confidence starts with a strong stance implying power such as the legs aligned, shoulders and feet about 4 to 6 inches apart with the weight evenly distributed.  The head is lifted up.  A 2012 TED™ talk by Amy Cuddy addressing body language is entertaining and instructive.  There are many book published on body language.  It takes preparation and work to be successful.
  • Practice lowering the pitch of your voice as well as slowing it down. Watch a TV announcer and count the number of words per second.  They are all slow, about 1.5 and 2 words per second.  A high pitch squeaky voice is not as pleasing as a smooth softer voice.  Avoid reading a presentation, it automatically increases your voice speed and suggests a lack of preparation. 
  • Vary the word rhythm, pitch, and volume. A monotone will put people to sleep and a sleepy audience is an unmotivated audience.  Download a book from the drama section in a library relating to voice and learn those the techniques. 
  • Vary your eye contact. A confident person will look you in the eye.  Looking down or away from people, implies a lack of confidence.  If there is a room of more than 2 or 3 people, try and look directly at each person for a full sentence.  At the end of the sentence pause for a moment and look at that person’s body language.  If the room has many people, divide the people into 5 or fewer groups and pick one person in each group for the eye to eye contact.  The highest amount of time must be given to the decision makers. 
  • Use reading glasses when reading even if you do not need glasses. Reading glasses imply an older person with experience.  It also implies that you read extensively and that the extensive reading has caused your presbyopia.

C-types pay attention to presentations that display graphs, charts, photographs, and models.  To emphasis a point, tapping on a chart with reading glasses is effective.  It focuses attention on the graph, the tapping shows confidence, and the reading glasses imply aged experience.  A model that can be passed around is very valuable.  It is one of those hidden features that C-types look for that indicates thoroughness and preparation. 

If knowledge of the content is a weakness, a partner or associate who can answer all content type question is advisable.  For example, Steve Jobs had Steve Wozniak, Bill Gates had Paul Allen, etc.

The C-types enjoy searching for hidden facts.  It is difficult to find hidden facts with opinions.  Therefore state as many points and features as “facts” even when they are actually opinions.  To avoid specific questions use words like, “everyone agrees,” “is it not disputed,” or “all the studies show” etc.  That is a hidden propaganda tactic called name calling.  Rather than saying someone is dumb, it says “that’s a dumb question.” 

Asking a C-type for advice on how to solve a problem will usually peak their interest.  They may be busy with other matters, but they are hearing every word.  C-types are not great at multitasking, but they are excellent listeners. 

If the C-type is the author of a publication or the owner of a patent, it would be impressive to identified the patent in the presentation.  Incorporating the unique concepts of the patent or publication into your presentation would be the crème de la crème.  It is a way of saying, “you’re so smart that I’m using your ideas.”