Bob Herman, CLU

Questioner
DISC Type : c

Disability Income Regional Vice President at Principal Financial Group

North Port-Sarasota Area, United States

Overview

Bob has no verified overview

Personality Overview

Not Easily Convinced

Price-Sensitive

Cautious & Analytical

It is quite likely of them to ask for pricing or other concessions.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Bob has no verified topics they care about

Media Appearances

Bob has no verified media appearances

Work History

6-1997
Disability Income Regional Vice President at Principal Financial Group
1-1987 - 1-1992
Producer - Personal Production at Northwestern Mutual
Brokerage Sales Consultant at Provident Life and Accident

Education

1982 - 1986
BS from Illinois State University

More Information

Social Presence :

Prographics :

Exp : 33 Location : North Port-Sarasota Area, United States Job Level : Senior Designation : Disability Income Regional Vice President at Principal Financial Group
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Insights For Selling To Bob

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Share as much information as possible regarding your product

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Bob is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Bob

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Bob move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Bob take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Bob

Personality Compatibility


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