Art Werkenthin

Examiner
DISC Type : cs

President at RISC, Inc.

Houston, Texas, United States

Overview

Art has no verified overview

Personality Overview

Tough To Convince

Overcautious

Process Oriented

They tend to have clarity about their needs and constraints, and are unlikely to over-promise.  The only way to convince them is by showing them examples and ample proof. Being observant comes to them naturally.

Topics They Care About

Art has no verified topics they care about

Media Appearances

Art has no verified media appearances

Work History

8-1992
President at RISC, Inc.
8-1987 - 9-1992
Staff Systems Analyst at Amoco Corporation

Education

1987 - 1988
MBA from The University of Texas at Austin
1982 - 1987
B.S. from The University of Texas at Austin

More Information

Social Presence :

Prographics :

Exp : 37 Location : Houston, Texas, United States Job Level : N/A Designation : President at RISC, Inc.
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Insights For Selling To Art

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Art is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Art

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Art move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Art take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Art

Personality Compatibility


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