Bob Smith

Questioner
DISC Type : c

Partner at Costello, Cooney & Fearon, PLLC

Syracuse, New York, United States

Overview

Bob has no verified overview

Personality Overview

Value Seeker

Not Easily Convinced

Cautious & Analytical

They are more likely than others to negotiate on pricing and terms.  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

1-2023
Partner at Costello, Cooney & Fearon, PLLC
12-2005 - 1-2023
CEO at Costello, Cooney & Fearon, PLLC
6-1983 - 5-1984
Assistant Professor at South Texas College of Law Houston

Education

1980 - 1982
Juris Docotorate from South Texas College of Law Houston
1977 - 1979
Bachelor of Arts - BA from SUNY Brockport

More Information

Social Presence :

Prographics :

Exp : 21 Location : Syracuse, New York, United States Job Level : N/A Designation : Partner at Costello, Cooney & Fearon, PLLC
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Insights For Selling To Bob

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

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

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to 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?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Bob take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Bob

Personality Compatibility


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