Have you ever been out to dinner with a group of people and, when it comes time to order, there is that one person completely overwhelmed by this decision? “Come back to me after everyone else orders,” he’ll say. When the waiter comes back, he still needs coaching from the group.
In the book People Smart in Business by Tony Alessandra and Michael J. O’Connor, the way people make buying decisions is explored. You would most likely categorize this indecisive and overwhelmed dinner guest as a cautious thinker. This is a person who will prolong and agonize over a buying decision, especially if there is a significant dollar amount at stake.