Bob Lawrence

Questioner
DISC Type : c

Retired at at home

Edmonton, Alberta, Canada

Overview

Bob has no verified overview

Personality Overview

Price-Sensitive

Value Seeker

Not Easily Convinced

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

Topics They Care About

Bob has no verified topics they care about

Media Appearances

Bob has no verified media appearances

Work History

5-2009
Retired at at home
4-2000 - 4-2009
IT Facilities Coordinator at Syncrude Canada Ltd.
4-1988 - 4-2000
Mine Maintenance Engineer at Syncrude Canada Ltd.
6-1980 - 4-1988
Instrument Maintenance Engineer at Syncrude Canada Ltd.

Education

1975 - 1980
Bachelor Of Science from University of Alberta
1972 - 1974
Diploma in Insturmentation Technology from NAIT (Northern Alberta Institute of Technology)

More Information

Social Presence :

Prographics :

Exp : 45 Location : Edmonton, Alberta, Canada Job Level : N/A Designation : Retired at at home
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Insights For Selling To Bob

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Back up any claims with data and numbers
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

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 risk if they are convinced that they have analyzed the circumstances well.


You And Bob

Personality Compatibility


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