I won over a skeptical CFO

In a recent training with an executive team, I had to win over a skeptical CFO (you know the type).

Luckily, I observed her body language, tone, word choice, and realized she was a C Style (Conscientious) communicator. So I adapted my message in a way she could hear…I positioned her as the expert.

“I don’t agree that we should be concerned with what’s going on in each other’s areas of responsibility,” she said. “We’re all adults. Why should I stick my nose in someone else’s area?”

“OK,” I said, “Let me answer you with a question.” And I turned to the other executives at the table, “If you manage a budget, could you please raise your hand?”

Everyone raised their hands.

“Great,” I continued. “If you struggle with the numbers part of your job, like projections, financial reporting, your P&L, keep your hand up.”

Everyone kept their hands up.

“And if you would like the help of an expert in finance, someone who knows the ins and outs of the business’s numbers, keep your hand up.”

Everyone kept their hands up.

The CFO said, “OK, I get it.”

C-Style communicators put a lot of time and energy into their skills and have a strong desire to be seen as the authority in their area. They worked hard at getting it right!

By relying on this psychological need, I was able to “show me don’t tell me,” so she arrived at the conclusion on her own.