A.J. Otto III

Wildcard
DISC Type : isc

Practice Director at Otto Orthodontics

St Louis, Missouri, United States

Overview

A.J. has no verified overview

Personality Overview

Curious But Skeptical

ROI Driven

Requires Proof

They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions  They are often friendly and nice, but can sometimes suprise you with their piercing questions  They typically tend to be late adopters even when they seem friendly and excited about what you have to sell

Topics They Care About

A.J. has no verified topics they care about

Media Appearances

A.J. has no verified media appearances

Work History

1-2016
Practice Director at Otto Orthodontics
4-2021 - 4-2023
Agent Principal at Stryker
4-2019 - 4-2021
Regional Sales Director at Hologic, Inc.
11-2017 - 4-2019
Account Executive at Hologic, Inc.
3-2017 - 11-2017
Regional Sales Manager at Xenex Disinfection Services

Education

Business School from University of Dayton

More Information

Social Presence :

Prographics :

Exp : 11 Location : St Louis, Missouri, United States Job Level : Mid-senior Designation : Practice Director at Otto Orthodontics
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Insights For Selling To A.J.

During A Call Or A Meeting

DO's

  • Ask them questions to understand their needs better while staying affable
  • Help them understand the risk aspect fully while inspiring confidence
  • Use phrases like ‘clear proof that’, ‘data shows’ etc.

DONT's

  • Don't ask them to move fast, let them take their time and digest all the information
  • Don’t overhype the product/pitch, keep it measured
  • Avoid winging it with them particularly, answer a question only if you know the answer well

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with A.J. is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from A.J.

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will A.J. move?

  • They like to perform full analysis and can take time to make any decision.
  • Can A.J. take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And A.J.

Personality Compatibility


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